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ServiceNow is seeking a Partner Sales Manager for Thailand to drive growth through partner-led sales while owning quota accountability. This role combines strategic partner relationship building with direct pipeline and revenue ownership.
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 including tiering, health metrics, and performance tracking.
Territory & Account Management: 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.
Joint GTM & Pipeline Generation: Co-develop account plans and co-selling motions with partners, deciding which accounts are partner-led, co-sell, or direct. Design and execute joint demand generation activities including field events, roundtables, and prospecting. Lead partner prospecting activities systematically to feed your pipeline.
Sales Cycle Leadership: Lead opportunity qualification and customer engagement, leveraging partner pre-sales for discovery while owning VP/C-level conversations. Maintain deal momentum by coordinating partners, pre-sales, and marketing to accelerate velocity. Own deal closure, negotiating and closing deals with full accountability for outcomes.
Partner Enablement: Onboard new partners or enable existing partners with solution competencies needed for your territory. Coach and motivate partners to prioritize your deals, addressing misalignment through capability gaps, incentive issues, or opportunity fit.
Requirements:
- 8–12+ years in quota-carrying B2B technology sales and partner/channel management with proven track record of exceeding targets and building partner practices; SaaS experience preferred
- Experience managing large account portfolios (80–150+) with skills in segmentation, prioritization, and disciplined execution to maximize pipeline coverage and conversion
- 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
- Comfortable engaging VP and C-level buyers; skilled at influencing across internal teams (Sales, Marketing, Partner Operations, Pre-Sales, Enablement) to drive deal velocity
- Familiarity with enterprise SaaS platforms, ideally ServiceNow, Salesforce, or similar; able to position platform value at business and IT buyer levels
- Strong understanding of key industries relevant to your territory; able to speak credibly to business challenges, buying centers, and digital transformation priorities
- Leverages AI tools to enhance productivity (pipeline prioritization, account research, outreach personalization, sales forecasting); able to articulate AI-powered product value to customers
- Understands commercial and cultural dynamics of assigned market; proactive in local partnerships and relationship-building
- Willingness and ability to travel frequently within Thailand
- Fluency in both Thai and English is required
