Job Description
Role Overview
You drive ServiceNow growth through partner-led sales while owning quota accountability. You build strategic partner relationships *and* own pipeline/revenue targets. Success means healthy, mature partners generating qualified deals that close.
Key Responsibilities
Partner Practice Development
- Build and mature partner practices through quarterly business reviews, capability assessments, and capacity planning.
- Identify capability gaps and develop partners' competencies to support your pipeline.
- Manage partner governance (tiering, health metrics, performance).
Territory & Account Management
- Own and develop a structured territory execution plan across assigned non-named accounts.
- Prioritise accounts by industry, whitespace, and partner coverage.
- Build and maintain a healthy pipeline to meet and exceed quarterly and annual new business targets.
Joint GTM & Pipeline Generation
- Co-develop account plans and co-selling motions with partners. Decide which accounts are partner-led, co-sell, or direct.
- Design and execute joint demand generation: field events, roundtables, prospecting. Measure pipeline generated.
- Lead partner prospecting activities systematically; ensure they feed your pipeline, not just activity.
Sales Cycle Leadership
- Lead opportunity qualification and customer engagement. Leverage partner pre-sales for discovery; own VP/C-level conversations.
- Maintain deal momentum. Coordinate partners, pre-sales, marketing to accelerate velocity. When partners step back, you step forward.
- Own deal closure. Negotiate and close. You're accountable for the outcome, not just facilitation.
Partner Enablement
- Onboard new partners or enable existing partners with solution competencies needed for your territory.
- Coach and motivate partners to prioritize your deals. Address misalignment—capability gap, incentive issue, or opportunity misfit.
Qualifications
Qualifications
To be successful in this role you have:
- Sales & channel experience: 8–12+ years in quota-carrying B2B technology sales and partner/channel management; proven track record of exceeding targets and building partner practices; SaaS experience preferred
- Territory & account management: Experience managing large account portfolios (80–150+); skilled at segmentation, prioritization, and disciplined execution to maximize pipeline coverage and conversion
- Partner sales expertise: Demonstrated success selling through and with channel partners; able to enable and motivate partners to prioritize your deals; comfortable orchestrating partner motions alongside direct customer engagement
- Stakeholder influence: Comfortable engaging VP and C-level buyers; skilled at influencing across internal teams (Sales, Marketing, Partner Operations, Pre-Sales, Enablement) to drive deal velocity
- Platform knowledge: Familiarity with enterprise SaaS platforms, ideally ServiceNow, Salesforce, or similar; able to position platform value at business and IT buyer levels
- Industry knowledge: Strong understanding of key industries relevant to your territory; able to speak credibly to business challenges, buying centers, and digital transformation priorities
- AI fluency: Leverages AI tools to enhance productivity (pipeline prioritization, account research, outreach personalization, sales forecasting); able to articulate AI-powered product value to customers
- Market acumen: Understands commercial and cultural dynamics of your assigned market; proactive in local partnerships and relationship-building
- Travel: Willingness and ability to travel frequently within Thailand
- Language requirements: Fluency in both Thai and English is required
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 globaltalentss@servicenow.com 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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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.