Director, Sovereign Cloud Partner Development

Servicenow; Staines-upon-Thames; On-site; GBP 103,000 - 155,000; Full time

Job summary

ServiceNow is seeking an experienced Partner Development leader to define and scale the Sovereign Cloud partner ecosystem across Europe, the Middle East and Africa, initially focusing on Europe. Based in Munich, you'll shape a partner-led growth model that addresses data residency, sovereignty and regulatory needs.

You will build repeatable approaches, identify sovereign cloud providers, define joint value propositions and work across product, engineering, sales and legal to accelerate adoption.

Qualifications

• Partner development, ecosystem development or strategic technology partnerships.
• Cloud platforms, infrastructure, hosting, managed services or technology operations.
• Sovereign cloud, government cloud, data residency, security, compliance, public sector or other regulated markets.
• Strategic business development, product strategy, consulting or new business creation.
• Enterprise software, SaaS, platform businesses, hyperscalers or infrastructure providers.
• Developing and scaling new partner-led business models across countries.
• You will be able to demonstrate: Developing partner capability, ecosystems or joint propositions.
• Shaping complex opportunities rather than executing a simple playbook.
• Translating technical and operational considerations into commercial value.
• Strong judgement in ambiguous situations.
• Influencing senior leaders without direct authority.
• Excellent communication and executive engagement.
• Global mindset and willingness to travel.
• Curiosity about AI and automation for partner development.

Responsibilities

• Shape Sovereign Cloud partner-development strategy with initial focus on Europe, the Middle East and Africa.
• Identify, assess and develop relationships with sovereign cloud providers and relevant infrastructure organisations.
• Work with partners to explore market opportunities, define joint value propositions and build paths to customer adoption.
• Develop repeatable partner, business, operating and go-to-market approaches adaptable across countries.
• Connect commercial opportunity with technical readiness to help enter and succeed in markets.
• Bring together senior stakeholders across product, engineering, cloud operations, sales, legal, finance and partnerships.
• Translate emerging customer, industry and regulatory needs into practical priorities and investments.
• Represent the Sovereign Cloud opportunity with executives, providers and customers to build momentum.

Skills

Partner development

Ecosystem development

Strategic partnerships

Cloud platforms

Regulated markets

Job description

Company Description

It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.

Join us to put AI to work for people.

Job Description

ServiceNow is looking for an experienced and strategic Partner Development leader to help define and scale our Sovereign Cloud partner ecosystem, initially across Europe, the Middle East and Africa and ultimately across global markets.

You will work at the intersection of partner development, cloud infrastructure, commercial strategy, product readiness and market creation. The role will help ServiceNow and sovereign cloud providers address markets where customers require greater control over data, operations, infrastructure and service delivery, including public sector and highly regulated industries.

This is not a traditional Partner Manager role. You will develop providers, propositions and repeatable approaches rather than simply manage established relationships. You will help turn an emerging and complex opportunity into scalable partner-led business models that can be adapted across countries and regulatory environments.

Why This Role Matters

Governments and regulated organisations are increasingly seeking cloud solutions that meet demanding sovereignty, security, residency and operational requirements. Sovereign Cloud Partners can help ServiceNow address customers and markets that may not be able to adopt established cloud models.

Europe, the Middle East and Africa is at the forefront of this opportunity. Based in Munich, you will lead the early development of the partner model in the region, using the experience gained to shape repeatable approaches for other markets worldwide.

What You will Do

• Shape ServiceNow's Sovereign Cloud partner-development strategy, with an initial focus on Europe, the Middle East and Africa and a mandate to support global scale.

• Identify, assess and develop relationships with sovereign cloud providers and relevant infrastructure organisations.

• Work with partners to explore market opportunities, define joint value propositions and build credible paths to customer adoption.

• Develop repeatable partner, business, operating and go-to-market approaches that can be adapted across countries and regulatory environments.

• Connect commercial opportunity with technical and product readiness, helping partners and internal teams reach clear decisions on what is required to enter and succeed in a market.

• Bring together senior stakeholders across product, engineering, cloud operations, sales, legal, finance and partnerships to solve complex cross-functional challenges.

• Translate emerging customer, industry and regulatory needs into practical partner-development priorities and investment choices.

• Represent the Sovereign Cloud partner opportunity with internal executives, external providers and customers, building confidence and momentum around a strategic growth area.

Qualifications

To be successful in this role you have:

We are looking for someone who combines partner-development expertise and commercial judgement with enough technical understanding to ask the right questions, challenge assumptions and connect infrastructure decisions to partner and customer outcomes.

Your experience may have been gained in one or more of the following areas:

• Partner development, ecosystem development or strategic technology partnerships.

• Cloud platforms, infrastructure, hosting, managed services or technology operations.

• Sovereign cloud, government cloud, data residency, security, compliance, public sector or other regulated markets.

• Strategic business development, product strategy, consulting or new business creation.

• Enterprise software, software as a service, platform businesses, hyperscalers or infrastructure providers.

• Developing and scaling new partner-led business models across multiple countries, functions or organisations.

You will be able to demonstrate:

• A record of developing partner capability, ecosystems or joint propositions, not only managing established relationships.

• Experience shaping complex opportunities rather than simply executing an established playbook.

• The ability to translate technical and operational considerations into clear commercial choices, partner value and customer outcomes.

• Strong judgement in ambiguous situations and the confidence to make progress when not every answer is known.

• Experience influencing senior leaders and building alignment across teams without relying on direct authority.

• Excellent communication, workshop leadership and executive engagement skills.

• A global mindset, cultural awareness and willingness to travel regularly for partner, customer and leadership engagements.

• Practical curiosity about how artificial intelligence and automation can improve analysis, decision-making and scalable partner development.

What Success Looks Like

• ServiceNow has a clear and credible approach for developing Sovereign Cloud Partners and associated market opportunities across Europe, the Middle East and Africa.

• Priority providers progress from strategic interest toward viable joint propositions, investment decisions and customer solutions.

• Insights from early partner and market engagements are converted into repeatable approaches that support expansion into other regions.

• Internal teams and external providers make faster, better-informed decisions about opportunity, readiness, investment and market entry.

• Sovereign Cloud opportunities develop into scalable partner-led business models and meaningful customer outcomes.

Why Join ServiceNow

This role offers the opportunity to help define a strategic partner ecosystem at an early stage of development. You will work with senior leaders, sovereign cloud providers and global teams to influence how ServiceNow expands into regulated markets and how partner-led cloud solutions evolve for customers worldwide.

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, 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 [e-mail] 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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