AVP, Channels and Partners CRM EMEA

The ServiceNow Partnerships & Channels organisation is a strategic growth engine for the company. We are seeking a dynamic, high-impact leader who thrives in a fast-paced environment and plays a critical role in managing and expanding CRM-focused relationships across CRM in EMEA. Reporting to the GVP CRM EMEA, with a dotted line to the GVP Partnerships & Channels EMEA, this role is responsible for building and managing executive-level relationships and driving strategic engagement across the partner ecosystem. The successful candidate will lead capability development, domain IP solution creation, market penetration, and capacity and enablement initiatives, working closely with all go-to-market functions across the EMEA region.

What you get to do in this role:

• Channel Strategy & Execution: Develop and execute comprehensive partnerships and channel strategy aligned with ServiceNow's CRM EMEA goals. Identify, onboard, and nurture strategic partners to expand market reach and solution offerings.
• 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.
• Ecosystem Development: Build and maintain a robust ecosystem of resellers, GSIs, MSPs, VARs and boutique consultancies. Foster collaboration between partners and internal teams to deliver joint value propositions.
• Stakeholder Engagement: Act as the primary liaison between ServiceNow and channel partners in the CRM, EMEA. 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. Drive partner-led demand generation and customer acquisition initiatives.
• Enablement & Advocacy: Lead partner enablement programs to ensure technical and sales readiness. Champion partner advocacy within ServiceNow and represent the channel voice in strategic planning.
• Reporting & Insights: Provide regular reporting on channel performance, market trends, and competitive insights. Use data-driven analysis to refine strategy and optimize partner engagement.

This individual will be responsible for joint selling and lead the effective collaboration of "deal level" strategies & tactics between sales and partners at both new and existing customers to drive new logos & NNACV 'Sourced-Influence' revenue. Work strategically to identify new industry specific 'use cases and solutions' with key partners. Develop world class business plans with associated QBR governance & exec sponsorship with the targeted global partners to include committed targets & shared metrics. Align, localize and execute joint GTM strategy and multi-year regional business plans with targeted partners in the partner community, as well as ensuring development of compelling JOINT GTM value propositions aligned to NOW's Primary Workflows. Demonstrable track record of achieving and exceeding targets whilst managing a strategic portfolio of partnerships. Clearly defined joint go-to-market initiatives with key NOW-Partner global exec sponsors with key milestones and progress tracking metrics & associated rigor to 'inspect what we expect.

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 successful candidate is expected to have at least 10 years' related working experience in CRM field sales and dealing with Global System Integrators, Advisory Firms, Solution and/or implementation partners.
• Full mastery in area of strategic alternative routes to market and enterprise indirect selling.
• Provides leadership/direction to others as necessary.
• Ability to work with direct and indirect reporting lines in highly matrixed environments.
• A roll up sleeve attitude to getting things done to attain the team purpose and growth objectives.

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.