Director, Alliance & Partner Sales

ServiceNow · Enterprise · Munich, Germany · Sales

This role is for a Director, Alliance & Partner Sales at ServiceNow, focusing on building and leading a global team of Account Executives to drive revenue growth through Service Providers. The role involves developing go-to-market strategies, fostering executive alignment, and enabling the team to create new revenue streams by integrating AI into client solutions and service offerings. While the company utilizes AI-enhanced technology and the role requires understanding how to integrate AI into work processes, the core function is sales leadership and partner management, not direct AI/ML development.

What you'd actually do

Accountable leader with a strong Sales background to build and lead a global team of professional Account Executives and grow the business.
Develop and execute plans or build and drive new revenue streams through Service Providers (SP) globally.
Enable team to develop and execute joint pursuit plans with the SP Account Executives & SP Specialist and aligned global ACE Solutions consultants to create new sources of “Client 0” revenue growth via two primary sales motions (Sell to IT & Design In for the next gen IP based managed services) with and through a Service Provider delivery model.
Create and develop a joint pursuit framework for Enterprise Account Executives to develop SP enabled strategies for their ‘Enterprise Segment’ clients to pursue new markets and new sources of innovation, thought leadership and revenue growth in conjunction with the ACE Global SC leader, Global SP Product leader, ACE Global SP Program leader.
Attract, recruit, develop and retain top Service Provider Sales and Service Provider Sales Specialist talent.

Skills

Required

Global alliances and channel sales experience
Business development executive leadership experience in Enterprise Software and/or Cloud Services
Driving partner revenue & accelerated growth with & through SI-SP partners
Collaboration with an enterprise sales force
Established executive level relationships within the Service Provider community
Established executive level relationships with key Strategic Technology Partners
Proven skills building Go-to-market plans for channel and partner organizations
Strong executive presence
Track record of consistent quota attainment & over achievement
Successful development and drive of C-suite relationship engagement and management
Experience working with strategic systems integrators and service providers
Team player
Goal-oriented
Confident
Aptitude and desire to build high-performing teams
Ability to get things done
Ability to build consensus
Ability to resolve conflict in a highly collaborative manner
Knowledge of System Integrators
Knowledge of Resellers
Knowledge of Channel Sales
Knowledge of Independent Software Vendors
Ability to engage directly in the sales cycle on joint ‘must win’ pursuits/opportunities
Ability to facilitate joint engagement
Measuring and communicating progress to achieve targeted business results
Identifying obstacles and associated remediation plans
Adaptable and flexible
Ability to work and thrive in a highly dynamic environment
Past experience and relationships with major SI’s
Past experience and relationships with ISV’s
Past experience and relationships with Managed Service Providers
Past experience and relationships with Value Added Resellers
Experience with leading software, Cloud & SaaS organizations
Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving.

Nice to have

Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry.

What the JD emphasized

strong Sales background
global team
Service Providers (SP) globally
joint pursuit plans
new sources of “Client 0” revenue growth
joint pursuit framework
new markets and new sources of innovation, thought leadership and revenue growth
Attract, recruit, develop and retain top Service Provider Sales and Service Provider Sales Specialist talent
joint go-to-market plans
executive alignment
business planning
execution and metrics-driven governance
partner Segmentation/Coverage
GTM Alignment & Governance
Joint GTM Engagement approach
Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving.
15 plus years of prior global alliances and channel sales including business development executive leadership experience in Enterprise Software and/or Cloud Services (including Enterprise SaaS) driving partner revenue & accelerated growth with & through SI-SP partners in collaboration with an enterprise sales force.
Established executive level relationships within the Service Provider community and with key Strategic Technology Partners.
Proven skills building Go-to-market plans for channel and partner organizations.
Strong executive presence & track record of consistent quota attainment & over achievement.
Successful development and drive of C-suite relationship engagement and management.
Preference for successful industry experience working with the strategic systems integrators and service providers that utilize Software/SaaS embedded in their Service Offerings.
Must be a team player that is goal-oriented and confident, with aptitude and desire to build high-performing teams.
demonstrate an ability to get things done, build consensus and resolve conflict in a highly collaborative manner.
Knowledge of System Integrators, Resellers, Channel Sales, Independent Software Vendors is a must.
Ability to engage directly in the sales cycle on joint ‘must win’ pursuits/opportunities, as well as facilitate joint engagement as and when necessary.
Diligent at measuring and communicating progress to achieve targeted business results, identifying obstacles and associated remediation plans
adaptable and flexible, able to work and thrive in a highly dynamic environment.
Past experience and relationships with major SI’s, ISV’s, Managed Service Providers, Value Added Resellers and experience with leading software, Cloud & SaaS organizations required.

Read full job description

Company Description

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.

Job Description

What you get to do in this role:

Accountable leader with a strong Sales background to build and lead a global team of professional Account Executives and grow the business.
Develop and execute plans or build and drive new revenue streams through Service Providers (SP) globally.
Enable team to develop and execute joint pursuit plans with the SP Account Executives & SP Specialist and aligned global ACE Solutions consultants to create new sources of “Client 0” revenue growth via two primary sales motions (Sell to IT & Design In for the next gen IP based managed services) with and through a Service Provider delivery model.
Create and develop a joint pursuit framework for Enterprise Account Executives to develop SP enabled strategies for their ‘Enterprise Segment’ clients to pursue new markets and new sources of innovation, thought leadership and revenue growth in conjunction with the ACE Global SC leader, Global SP Product leader, ACE Global SP Program leader.
Attract, recruit, develop and retain top Service Provider Sales and Service Provider Sales Specialist talent.
Develop comprehensive joint go-to-market plans and manage all aspects of executive alignment, business planning, execution and metrics-driven governance

Reporting to the Area Vice President, Global Alliances & Channel Ecosystem (ACE), this individual will partner closely with the Global Service Provider Program leader and Service Provider Product Management leader which is a strategic component of the ACE operating model and extended staff members to cross functionally align, operationalize and localize the ACE global operating model principles, initiatives and programs within the three regions leveraging the following three global-geo op model tenets: Partner Segmentation/Coverage, GTM Alignment & Governance, as well as a consistent & predictable Joint GTM Engagement approach.

Qualifications

To be successful in this role you have:

Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry.
The ideal candidate will have 15 plus years of prior global alliances and channel sales including business development executive leadership experience in Enterprise Software and/or Cloud Services (including Enterprise SaaS) driving partner revenue & accelerated growth with & through SI-SP partners in collaboration with an enterprise sales force.
Established executive level relationships within the Service Provider community and with key Strategic Technology Partners.
Proven skills building Go-to-market plans for channel and partner organizations.
Strong executive presence & track record of consistent quota attainment & over achievement.
Successful development and drive of C-suite relationship engagement and management.
Preference for successful industry experience working with the strategic systems integrators and service providers that utilize Software/SaaS embedded in their Service Offerings.
Must be a team player that is goal-oriented and confident, with aptitude and desire to build high-performing teams.
This individual must demonstrate an ability to get things done, build consensus and resolve conflict in a highly collaborative manner.
Knowledge of System Integrators, Resellers, Channel Sales, Independent Software Vendors is a must.
Ability to engage directly in the sales cycle on joint ‘must win’ pursuits/opportunities, as well as facilitate joint engagement as and when necessary.
Diligent at measuring and communicating progress to achieve targeted business results, identifying obstacles and associated remediation plans
The successful candidate will be adaptable and flexible, able to work and thrive in a highly dynamic environment.
Past experience and relationships with major SI’s, ISV’s, Managed Service Providers, Value Added Resellers and experience with leading software, Cloud & SaaS organizations required.

Additional Information

Work Personas

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.

Equal Opportunity Employer

ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.

Accommodations

We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact globaltalentss@servicenow.comfor assistance.

Export Control Regulations

For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.