Distributor Sales Acceleration Manager – DACH Region

Job Description

ServiceNow is scaling fast across EMEA and we are creating a brand-new team across EMEA to accelerate it. We have an exciting opportunity for a Distributor Sales Acceleration Manager. This is a high-visibility, high-impact position for someone who thrives on ownership, moves fast, and knows how to turn distributor relationships into real, measurable pipeline momentum. This position will be responsible for the DACH Region based in Munich, Germany.

You will not be managing a static book of business; you will be the driving force behind burning down pre-buy commitments, expanding coverage ratios, and building the organic pipeline engine that carries DACH into Year 2 and beyond. If you love the energy of channel sales, the precision of data-driven execution, and the credibility of working directly with regional leadership, this role was built for you.

What you get to do in this role

• Pre-Buy Burndown & Pipeline Velocity – Take direct ownership of pre-buy realization targets for the DACH region, driving daily execution and removing blockers that slow deals down
• Regional Acceleration Plays – Design and lead programs that create momentum across distributor and partner ecosystems
• Partner Onboarding & Enablement – Get partners productive fast, building the skills and confidence they need to sell and deliver ServiceNow at pace
• Coverage Ratio Expansion – Build a 3:1 new-to-closed pipeline engine that doesn’t just hit this year’s numbers, but sets up sustainable organic growth for Year 2
• Daily Alignment with Exclusive Networks (EXN) & ServiceNow Leadership – Be the connective tissue between distributor leadership and internal sales stakeholders, keeping everyone moving in the same direction
• Deal Registration & Pipeline Management – Own the mechanics that keep deals visible, tracked, and moving through the funnel

What Success Looks Like

• Hitting DACH pre-buy burndown targets quarter over quarter
• Building and sustaining a 3:1 pipeline coverage ratio
• Expanding partner velocity across SKUs – both breadth and depth of adoption
• Compressing deal cycle times through sharper execution
• Strong partner satisfaction scores that reflect genuine enablement, not just transactional support
• A growing base of active, high-quality deal registrations

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.
• Broad-based business and technology expertise with 10+ years in sales or 10+ years in either partner management , solution consulting or consulting
• Strong channel sales experience with genuine distributor model knowledge – you understand how distributors think and what motivates them
• A data-driven approach to decision-making. You know your numbers and use them to act, not just report
• Executive presence – credible in front of regional leadership on both the partner and ServiceNow side
• Comfort running cross-functional programs and getting things done without waiting for permission; in a highly matrix environment
• Hands-on experience with deal registration and pipeline management
• A track record of regional partner enablement that actually moves the needle
• Fluent German and English, plus another language is an advantage

Why This Role, Why Now

This is a founding opportunity – you will shape how this role works in DACH, not inherit someone else’s playbook. You will have direct visibility with regional leadership, real accountability for real numbers, and the chance to build the foundation for how ServiceNow accelerates distributor-led growth across one of our most important markets.

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, religion, sex, sexual orientation, national origin, age, disability, gender identity, 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 [email protected] for 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.

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