Distribution Strategy, Senior Manager, MEA

Role Purpose: 
To design launch and lead the distribution go-to-market model in the EMEA South region for ServiceNow. This leader will build enable and optimise the distributor ecosystem (including key global/regional players such as Ingram Micro SCC Group Infosys) and their downstream reseller/partner networks to deliver growth market coverage and partner-led revenue acceleration. 

Key Responsibilities: 

1. Strategy & Model Design 

• Define the end-to-end distribution model for EMEA South: segmentation (countries verticals customer size) channel motion (1-tier 2-tier hybrid) roles & responsibilities (distributor vs reseller vs MSP/ISV). 

• Develop the business plan including revenue targets growth projections margin targets distributor coverage partner recruitment and enablement plans. 

• Align the model with global ServiceNow channel/distribution strategy and adapt locally for EMEA South region. 

• Assess the current distributor landscape and identify gaps opportunities whitespace. 

1. Distributor Relationship Management & Performance 

• Own the executive relationships with key distributor partners in the region negotiate distribution agreements contracts terms (pricing rebates incentives). 

• Drive distributor performance via joint business plans (JBP) define KPIs (sell-in sell-through pipeline partner recruitment partner enablement margin inventory turn for hardware or software ledger if applicable). 

• Monitor and evaluate distributor performance regularly (quarterly business reviews) and implement corrective actions as needed. 

• Collaborate with distributors to recruit onboard enable and grow reseller/MSP/ISV networks aligned to ServiceNows portfolio and partner ecosystem. 

1. Go-to-Market Execution & Enablement 

• Partner with internal sales marketing Product/Portfolio teams to define and execute demand generation campaigns launch promotions distributor-led programs and enablement for partners/resellers. 

• Ensure distributors and downstream partners are enabled technically and commercially: training certification messaging tools value propositions specific to ServiceNows software solutions. 

• Collaborate with ServiceNow regional field sales to ensure hand-off joint selling motion alignment of pipeline and distribution channels. 

• Ensure ordering supply chain licensing services (where applicable) flow coherently through distribution and partner ecosystem. 

1. Operational Excellence Monitoring & Reporting 

• Build and maintain forecasting and pipeline visibility for distributor channel business: manage CRM/PRM inputs dashboards monthly/quarterly reporting to regional leadership. 

• Track and manage distributor inventory (where relevant) pricing/discount frameworks channel compliance rebates/incentives partner tiering and program adherence. 

• Identify and implement process improvements automation (e.g. ordering partner onboarding) best practice sharing across region and globally. 

• Provide market feedback competitor intelligence channel ecosystem trends to Product Management Marketing and Executive leadership. 

1. Team Leadership & Cross-Functional Collaboration 

• Depending on scope may lead or partner with a local team (e.g. Distribution Account Managers Partner Enablement) and coordinate globally with ServiceNows channel/distribution centres of excellence. 

• Work cross-functionally with Sales Marketing Services Finance Legal Operations to ensure smooth distributor ecosystem operation and alignment to corporate governance. 

• Act as champion of ServiceNows partner/distributor strategy in region fostering high-performance culture and continuous improvement. 

Key Deliverables / KPIs: 

• Distributor channel revenue growth (year-on-year) for EMEA South region. 

• Pipeline and bookings via distributor partners (sell-in sell-through). 

• Number of qualified resellers/MSPs/ISVs recruited enabled and productive via distributor ecosystem. 

• Distributor margin partner margin profitability contribution. 

• Distributor partner program compliance (certifications achieved partner tiers upgraded incentive rebate attainment). 

• Forecast accuracy inventory/stock metrics (if applicable) channel ROI on co-market/demand generation investments. 

• Time to market for new product launches via distributor. 

• Internal stakeholder satisfaction (e.g. Sales/Marketing alignment rating) partner/distributor satisfaction metrics. 

• Achieving partner and distributor capacity targets. 

Qualifications :

Required Experience & Skills: 

• 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 AIs potential impact on the function or industry.

• Minimum 8-10 years in channel/distribution management ideally in enterprise software SaaS cloud or technology industry. 

• Demonstrable experience building and scaling a distributor ecosystem across multi-country region (preferably EMEA Middle East or GCC). 

• Strong commercial acumen: building business plans setting targets managing P&L/margin forecasting. 

• Experience negotiating and managing distribution agreements partner programs incentive schemes. 

• Deep understanding of channel/distributor business models reseller networks (VARs MSPs ISVs) and go-to-market via distribution. 

• Proven ability to work cross-functionally and influence at senior levels (internal and external). 

• Excellent communication presentation and negotiation skills; culturally agile comfortable working across different countries and business practices. 

• Strong data-driven and process-oriented mindset: using CRM/PRM dashboards KPIs. 

• Willingness and ability to travel regularly across EMEA South region (GCC North Africa Turkey Southern Europe) (perhaps up to 40-60%). 

• Languages: Fluent English and Arabic (GCC). Major Southern-European language (e.g. French Spanish Italian) is a strong plus. 

• Educational requirements: Bachelors degree in Business Marketing Sales or equivalent; an MBA is desirable. 

Preferred / Desirable: 

• Previous experience working with one or more global distributors (Ingram Micro SCC Infosys etc) in the technology/software environment. 

• Experience with subscription/licensing business models (software as a service) cloud marketplaces and recurring revenue. 

• Experience launching new markets/regions establishing first-time distribution infrastructure. 

• Vocational certification in partner/channel management or sales/marketing. 

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 creed religion sex sexual orientation national origin or nationality ancestry age disability gender identity or expression marital status veteran status or any other category protected by 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 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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Remote Work :

No

Employment Type :

Full-time