Distributor Sales Acceleration Manager - DACH Region

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.

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 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

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.

Drive the Region. Own the Numbers. Build What's Next.

Ready to own DACH's next chapter of growth? Let's talk.

Responsibilities

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

Requirements

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