Senior Alliances & Channels Ecosystem Director; EMEA North

Position: Senior Alliances & Channels Ecosystem Director (EMEA North)
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
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
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
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
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
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
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
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
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
Responsible for joint selling and leading the effective collaboration of deal-level strategies and tactics between sales and partners at both new and existing customers to drive new logos and NNACV sourced and influenced revenue
Work strategically to identify new industry-specific use cases and solutions with key partners across EMEA North
Develop world-class business plans with associated Q  governance and executive sponsorship with targeted global partners, including committed targets and shared metrics
Align, localize, and execute joint GTM strategy and multi-year regional business plans with targeted partners in the EMEA North partner community, ensuring development of compelling joint GTM value propositions aligned to Service Now’s primary workflows
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