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ServiceNow is seeking a Partner Sales Manager for Indonesia to drive net new business through a channel-first sales model. This is a quota-carrying field sales role focused on non-named accounts across Indonesia, where you will act as the quarterback of a virtual team spanning Partner Managers, Partner Marketing, Partner Pre-Sales, and Partner Excellence.
Key responsibilities include:
**Territory Planning & Execution**: Own and develop a structured territory execution plan across assigned non-named accounts (80–150+). Prioritize accounts by industry, whitespace, and partner coverage. Build and maintain a healthy pipeline to meet and exceed quarterly and annual new business targets.
**Partner-Led Sales Motion**: Collaborate with the Partner Manager Group to identify and select the right partners by country, industry focus, and solution capability. Co-develop joint account plans and co-selling motions with selected partners to drive pipeline creation and deal progression.
**Demand Generation**: Partner with the Partner Marketing Group to design and execute joint demand generation campaigns, including field events, roundtables, digital campaigns, and prospecting activities targeted at your assigned account portfolio.
**Sales Cycle Leadership**: Lead opportunity qualification and customer engagement, leveraging Partner Pre-Sales support for discovery, solution demonstrations, and technical pre-sales activities. Maintain deal momentum from first meeting through commercial close.
**Partner Capability Development**: Work with the Partner Excellence Group to bring new partners on board or enable existing partners with new solution competencies relevant to your territory's needs.
**Pipeline & Forecast Discipline**: Maintain accurate CRM records. Provide regular pipeline reporting, deal status updates, and forecast inputs. Participate in deal reviews and business reviews with leadership.
**Industry & Solution Positioning**: Apply strong industry knowledge to frame ServiceNow's value proposition for target buyers across verticals such as financial services, manufacturing, public sector, retail, telecommunications, or technology.
ServiceNow is a global market leader in AI-enhanced cloud-based platform technology, serving over 8,100 customers including 85% of the Fortune 500. The platform connects people, systems, and processes to empower organizations to work smarter and faster.
**Requirements**:
- 5–8+ years of quota-carrying B2B technology sales experience with consistent track record of meeting or exceeding targets; SaaS sales experience strongly preferred
- Proven experience selling through or with channel partners, co-selling, joint pipeline creation, and managing partner-led deal motions; ability to enable and motivate partners to prioritize your deals
- Strong understanding of one or more key industries in Indonesia (financial services, manufacturing, public sector, retail, telecommunications, technology); able to speak credibly to business challenges, buying centers, and digital transformation priorities
- Experience managing a large account portfolio (80–150+ accounts); skilled at segmenting, prioritizing, and executing a disciplined territory plan to maximize pipeline coverage and conversion
- Familiarity with enterprise SaaS platforms, ideally ServiceNow, Salesforce, SAP, or similar workflow/ITSM/CRM platforms; able to position platform value at business and IT buyer levels
- Comfortable engaging VP and C-level buyers; skilled at orchestrating a virtual internal team across pre-sales, marketing, and partner-facing roles to drive deal momentum
- Leverages AI tools to enhance productivity, including pipeline prioritization, account research, outreach personalization, and sales forecasting; able to articulate AI-powered product value to business buyers
- Understands the commercial and cultural dynamics of selling in the Indonesia market
- Professional fluency in Bahasa Indonesia (spoken and written); ability to conduct partner negotiations, product briefings, and account reviews directly with Indonesian distributors and end customers without interpretation support
- Extensive travel to Indonesia required
