Partner Sales Manager, Thailand

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.

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

• 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