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ServiceNow is seeking an experienced partnerships leader to own a portfolio of strategic APAC relationships and drive GSI (Global System Integrator) route-to-market strategy for the region. This is a builder-and-operator role with two distinct focus areas.
Build: Identify partnership white space across APAC, develop business cases, negotiate terms, and launch new partnerships end-to-end. You will own a balanced portfolio of net-new and established partners, developing joint business plans and measuring execution against shared targets.
Own GSI RTM for APAC: Translate global partnership strategy and programs into regional execution. Act as the primary escalation point across APAC and global teams. Lead partner QBRs (quarterly business reviews) and represent APAC in global partnership forums, reporting on partner health and pipeline contribution to regional and global leadership.
Key responsibilities include:
- Identifying partnership white space, building business cases, negotiating terms, and launching new partnerships end-to-end
- Managing a balanced portfolio of net-new and established partners with joint business plans and shared targets
- Partnering with Marketing on joint campaigns and events, tracking pipeline contribution and performance
- Owning APAC GSI route-to-market strategy, connecting global GSI partnership priorities with regional sales execution
- Leading partner QBRs and representing APAC in global partnership forums
- Serving as escalation point for portfolio priorities, coordinating resolution across APAC and global teams
- Coaching GSI Partner Managers on GTM planning, demand generation, sales acceleration, industry solutions, and capacity-building
Reports to the GVP APAC Channels & Partnerships.
Requirements:
- 8+ years in partnerships, alliances, or channel roles, including direct GSI experience with firms such as TCS, Accenture, Deloitte, EY, Infosys, KPMG, or similar
- Proven ability to both incubate partnerships from zero and scale established relationships
- Strong ability to translate global strategy into regional execution and constructively challenge where local market realities require adaptation
- Strong commercial instincts across co-sell motions, joint GTM planning, and partner investment structures
- Strong communication skills with ability to influence C-level stakeholders internally and externally
- Experience navigating complex, matrixed, high-growth organizations
- Based in APAC or deeply familiar with APAC markets
