Jobs / Thailand / Servicenow INC
Partner Sales Manager, Thailand
Servicenow INC · 🌍 Bangkok, TH
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Sponsor Radar — Servicenow INC
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About the role
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 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 Work Personas We approach our distributed world of work with flexibility and trust. Work personas (flexibl