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ServiceNow is scaling rapidly across EMEA and building a new team to accelerate growth. This is a founding opportunity for a Distributor Sales Acceleration Manager covering the DACH region (Germany, Austria, Switzerland) based in Munich. You will drive pre-buy commitment burndown, expand distributor coverage, and build an organic pipeline engine for sustainable growth.
Key Responsibilities:
- Own pre-buy realization targets for DACH, driving daily execution and removing deal blockers
- Design and lead regional acceleration programs across distributor and partner ecosystems
- Onboard and enable partners to sell and deliver ServiceNow at pace, building their skills and confidence
- Build and sustain a 3:1 new-to-closed pipeline coverage ratio
- Serve as connective tissue between distributor leadership (Exclusive Networks) and ServiceNow regional leadership
- Manage deal registration and pipeline mechanics to keep deals visible and moving through the funnel
- Compress deal cycle times through sharper execution and expand partner velocity across product SKUs
Success Metrics:
- Hit DACH pre-buy burndown targets quarter over quarter
- Sustain 3:1 pipeline coverage ratio
- Expand partner velocity and SKU adoption (breadth and depth)
- Compress deal cycle times
- Achieve strong partner satisfaction scores reflecting genuine enablement
- Build a growing base of active, high-quality deal registrations
This is a high-visibility, high-impact role with direct visibility to regional leadership and real accountability for measurable pipeline momentum. You will shape how this role operates in DACH rather than inherit an existing playbook.
Requirements:
- 10+ years in sales, or 10+ years in partner management, solution consulting, or consulting
- Strong channel sales experience with genuine distributor model knowledge; understand how distributors think and what motivates them
- Experience leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving (using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact)
- Data-driven approach to decision-making; know your numbers and use them to act, not just report
- Executive presence; credible in front of regional leadership on both partner and ServiceNow sides
- Ability to run cross-functional programs and get things done without waiting for permission in a highly matrix environment
- Hands-on experience with deal registration and pipeline management
- Track record of regional partner enablement that moves the needle
- Fluent in German and English; additional language is an advantage
