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ServiceNow is seeking a Partner Sales Manager to drive net new business across a portfolio of non-named accounts in the Philippines. This is a quota-carrying field sales role focused on generating growth through a channel-first model by identifying, engaging, and winning with the right partner for each opportunity.
In this role, you will act as the quarterback of a virtual team spanning Partner Managers, Partner Marketing, Partner Pre-Sales, and Partner Excellence to execute a disciplined territory plan and drive pipeline from first engagement through closed-won.
Key responsibilities include:
• Territory Planning & Execution: Own and develop a structured territory execution plan across assigned non-named accounts. 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 for your territory 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 to 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 and up-to-date 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 relevantly for target buyers across your territory, spanning verticals such as financial services, manufacturing, public sector, retail, telecommunication, or technology.
ServiceNow is the AI control tower for business reinvention, serving 85% of the Fortune 500. The company is building an AI-native culture where technology and talent work together to help organizations work smarter, faster, and better.
REQUIREMENTS:
• Sales Track Record: 5–8+ years of quota-carrying B2B technology sales experience with a consistent track record of meeting or exceeding targets. SaaS sales experience strongly preferred.
• Channel Sales Expertise: Proven experience selling through or with channel partners, co-selling, joint pipeline creation, and managing partner-led deal motions. Knows how to enable and motivate partners to prioritize your deals.
• Industry Knowledge: Strong understanding of one or more key industries in the Philippines (e.g., financial services, manufacturing, public sector, retail, telecommunication, technology). Able to speak credibly to business challenges, buying centers, and digital transformation priorities relevant to your territory.
• Territory Management: Experience managing a large account portfolio (80 to 150+ accounts). Skilled at segmenting, prioritizing, and executing a disciplined territory plan to maximize pipeline coverage and conversion.
• Platform and Workflow Solutions: Familiarity with enterprise SaaS platforms, ideally ServiceNow, Salesforce, SAP, or similar workflow/ITSM/CRM platforms. Able to position platform value at the business and IT buyer level.
• Stakeholder Influence: 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.
• AI Fluency: 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.
• Indonesia Market Knowledge: Understands the commercial and cultural dynamics of selling in the Indonesia market.
• Tagalog Fluency: Professional fluency in spoken and written Tagalog required. Must conduct partner negotiations and C-level engagements directly with Philippines partners and end customers without interpretation support.
• Travel: Extensive travel to the Philippines is required.
