Senior Director, Alliances & Channels Ecosystem EMEA North

Job Description  Service Now is looking for an experienced and commercially driven  Senior Director, Alliances & Channels Ecosystem to lead our partner and channel organization across EMEA North. This is one of the most strategically important leadership roles in the EMEA partner ecosystem — responsible for shaping how Service Now goes to market through and with partners across the Nordic countries, Benelux, and adjacent markets.
As Senior Director, you will own the end-to-end partner strategy for EMEA North — from ecosystem design and partner recruitment through to joint GTM execution, revenue performance, and long-term partner success. You will lead a team of experienced channel and partner managers, and work in close alignment with EMEA North field sales, solution consulting, and marketing leadership to ensure partners are embedded early, activated purposefully, and measured rigorously.
This role requires a leader who combines deep ecosystem expertise with strong platform knowledge, AI solution fluency, and a genuine passion for building partnerships that create mutual value — for Service Now, for our partners, and most importantly for our customers. You will be expected to operate at executive level with both internal stakeholders and senior partner leaders, driving a culture of accountability, collaboration, and ambition across the EMEA North partner community.
If you thrive at the intersection of strategy and execution, know how to unlock the full potential of a multi-motion partner ecosystem, and have the leadership presence to inspire high-performing teams — this is your role.
What you get to do in this role:
Channel Strategy & Execution
Develop and execute comprehensive partnerships and channel strategy aligned with Service Now's EMEA North regional goals.
Identify, onboard, and nurture strategic partners to expand market reach and solution offerings across the EMEA North region.
Partner Performance Management
Set and track KPIs for partner success including revenue targets, pipeline growth, and customer satisfaction.
Conduct regular business reviews and performance assessments with key partners across the EMEA North territory.
Ecosystem Development
Build and maintain a robust ecosystem of resellers, GSIs, MSPs, VARs and boutique consultancies across EMEA North markets.
Foster collaboration between partners and internal teams to deliver joint value propositions.
Stakeholder Engagement
Act as the primary liaison between Service Now and channel partners in the EMEA North region.
Influence cross-functional teams including sales, marketing, and technical enablement to support partner success.
Go-to-Market Innovation
Co-develop go-to-market campaigns and joint offerings with partners tailored to EMEA North market dynamics.
Drive partner-led demand generation and customer acquisition initiatives across the region.
Enablement & Advocacy
Lead partner enablement programs to ensure technical and sales readiness across the EMEA North partner community.
Champion partner advocacy within Service Now and represent the channel voice in strategic planning.
Team Leadership & Development
Lead, coach, and inspire a team of channel managers and partner specialists across EMEA North.
Set clear objectives, provide ongoing feedback, and support career development.
Foster a collaborative, high-performance culture aligned with Service Now's values.
Ensure alignment between individual goals and broader channel strategy.
Reporting & Insights
Provide regular reporting on channel performance, market trends, and competitive insights specific to EMEA North.
Use data-driven analysis to refine strategy and optimize partner engagement across the region.
Qualifications   Experience & Track Record
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.
At least 10 years' related working experience in field sales and dealing with Global System Integrators, Advisory Firms, Solution and/or implementation partners, ideally…