Mid Market Lead

Job Description

ServiceNow is currently seeking a Mid Market Leader to join the Global Partners and Channels (GPC) team to run our Mid Market business in EMEA. This position is a high-profile growth opportunity that demands a highly motivated individual with solid leadership, sales, communications, and organizational skills and is eager to learn and become part of a rapidly growing company.   

At ServiceNow, we are creating a vibrant, world-class Global Partner Ecosystem to enable and accelerate growth to $20B+. As part of the Global Partner organization, this role will have responsibilities for leading a team that generates net new sales revenue with and through the EMEA partner Ecosystem.   

The EMEA leader for Mid Market  will provide sales leadership to the EMEA Mid Market teams to drive and generate new business sales revenue via “sell-to”, “sell with”,  “sell through” & distribution model sales motion with Partners. This will be achieved by territory planning, account planning, forecasting, using business development techniques and field-based sales activities within partners and engaging with the ServiceNow ecosystem to ensure success in generating revenue opportunities and effective management and closure of sales opportunities.   

This individual will possess the qualifications to adapt the ServiceNow Global Partner Organization mission & transformational operating model principles to enable & accelerate NOW growth to $20B+ with and through different Routes to Market.    

Primary Responsibilities    

• Lead the development & growth of Mid-Market partner sales across EMEA, acting as EMEA-wide interface to the Mid-Market sales organization & driving the development of new GTM approaches (e.g. distribution models).  

• Achieve sales quotas for allocated geography on a quarterly and annual basis.  

• Align offerings and solutions with regional GTM and interlock with global GTM plans including solution and industry focus.  

• Educate Field AEs on differentiation of partnership so they can provide more informed decisions to customers. Qualify, develop, and execute new sales opportunities and ongoing revenue streams.    

• Conduct in-depth research of partner needs, business conditions, and drivers in EMEA Markets to tailor the ServiceNow value proposition  

• Support Prospect qualification, development & execution of new sales opportunities across various RTM.    

• Ability to accelerate License consumption and adaptable to challenging scenarios / problem statements.  

• Help build the ServiceNow practice with partners and help elevate their delivery capability matrix across Industry Solutions.   

• Develop joint go-to-market  Mid Market Business plans with partners in EMEA leveraging all aspects of executive alignment, business planning, execution, and metrics-driven governance.  

• Conduct Quarterly business reviews with Partners and ServiceNow leadership   

• Drive Mid Market Marketing plans along with ServiceNow and Partner Marketing Teams.  

• Lead development of distribution model for select EMEA markets.  

• Additional Responsibilities:    

• Develop world class business plans with associated QBR governance & exec sponsorship with partners to include committed targets & shared metrics.  

• Run regular Pipeline calls,  as well as regular partner Cadence calls and Governance.  

• Requirements:   

• Track record of consistent quota attainment & over achievement.  

• Strong strategic thinking including analytical and financial planning skills to meet and exceed quotas and goals.  

• Strong relationships with & understanding of the ServiceNow EMEA partner ecosystem.   

• Ability to engage directly in the sales cycle on joint ‘must win’ pursuits/opportunities, as well as facilitate joint engagement as and when necessary.  

• A strong background in sales or alliance partnerships gained within the Cloud/SaaS space, managing multi-million-dollar deals.  

• Demonstrable track record of achieving and exceeding targets whilst managing a team of Partner Managers, ideally with a next generation software company.   

• Clearly defined joint go-to-market initiatives with key NOW-Partner exec sponsors with key milestones and progress tracking metrics & associated rigor to ‘inspect what we expect’.  

Qualifications

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 ideal candidate will have 8+ years of prior and partner  and channel sales including teams management and business development in Enterprise Software and/or Cloud Services (including SaaS) driving partner revenue & accelerated growth with & through partners in collaboration with an Mid Market sales force.   

• Proven skills building Go-to-market plans for Channel and partner organizations.  

• Successful industry experience working with the strategic partners and service providers that utilize Software/SaaS, embedded in their Service Offerings.   

• Is goal-oriented and confident, with aptitude and desire to lead high-performing teams. This individual must demonstrate an ability to operate in a highly collaborative environment and fosters a “win as a team” environment.   

• Diligent at measuring and communicating progress to achieve targeted business results, identifying obstacles and associated remediation plans.  

• Experience and relationships with major SI’s, ISV’s, Managed Service Providers, Value Added Resellers and experience with leading software, Cloud & SaaS organizations required.  

• Bachelor’s degree and/or MBA degree is a strong plus.