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ServiceNow is seeking a Senior Manager of Channel Reseller Sales to build and lead a high-performing team of Partner Sales Managers across Asia's non-named account segment. You will own the partner-led new business revenue target for Asia, setting go-to-market strategy, designing territory models, and coaching your team to execute disciplined partner sales motions across a portfolio of accounts.
In this role, you will:
**Team Leadership & Development:** Hire, onboard, and develop Partner Sales Managers across Asia's industry verticals (FSI, MRD, TMT, Public Sector). Set clear performance expectations, run structured 1:1s and pipeline reviews, and coach reps through complex deal cycles. Build a high-accountability, high-support team culture aligned to ServiceNow values.
**Partner-Led Sales Strategy:** Define the go-to-market strategy for Asia's non-named account segment. Determine territory design, industry vertical coverage, and partner selection criteria. Translate strategy into executable territory plans with each PSM and ensure quarterly execution discipline.
**Revenue Ownership:** Own and deliver the team's new business quota for Asia. Maintain accurate pipeline visibility, manage forecast calls, and take early corrective action on coverage gaps. Identify and escalate deal risks while keeping momentum on top opportunities.
**Partner Ecosystem Leadership:** Work with the Partner Manager Group to shape the right partner mix by industry vertical, geography, and solution capability. Elevate partner relationships at the leadership level and support PSMs in building strong working relationships with partners' sales teams.
**Demand Generation & Pipeline Creation:** Collaborate with Partner Marketing to build and execute joint demand generation programs across Asia's key verticals and partner ecosystem. Ensure pipeline creation targets are met through partner-led events, digital campaigns, and direct prospecting.
**Executive Engagement & Deal Support:** Engage directly with C-suite and senior buyer stakeholders on strategic opportunities to advance deals and model appropriate executive engagement for your PSMs. Support the team in navigating complex, multi-stakeholder deal cycles with partner and internal pre-sales resources.
**Market & Industry Expertise:** Bring credible knowledge of Asia's enterprise technology landscape across FSI, MRD, TMT, and Public Sector. Understand competitive dynamics, procurement patterns, partner ecosystem maturity, and digital transformation priorities.
**Reporting & Business Rhythm:** Establish and maintain a regular operating cadence of weekly pipeline reviews, monthly business reviews, and quarterly planning sessions with your team, partners, and APAC leadership. Provide clear, data-driven reporting on team performance, pipeline health, and market trends.
**Requirements:**
- 8 to 12+ years in B2B technology sales, including 3 to 5+ years leading a sales team with direct quota ownership
- Consistent track record of building teams that deliver against new business targets in enterprise or commercial SaaS
- Deep experience building and executing partner-led sales motions, co-selling with partners, managing partner-influenced pipeline, and driving partner accountability for revenue outcomes
- Strong understanding of Asia's enterprise technology landscape, including major buying centers, procurement dynamics, key partner ecosystems (SIs, VARs, GSIs with India presence), and the competitive SaaS environment. Local network is a significant advantage.
- Working knowledge across Asia's priority verticals: Financial Services (FSI), Manufacturing / Retail & Distribution (MRD), Technology / Media / Telecom (TMT), and Public Sector
- Familiarity with enterprise SaaS platforms, ideally ServiceNow, Salesforce, SAP, or comparable workflow / ITSM / ERP solutions
- Demonstrated ability to hire, develop, and retain strong sales talent with a structured coaching approach
- Experienced at operating as a senior stakeholder in a matrixed organization by aligning partner, marketing, pre-sales, and enablement resources around a common revenue goal
- Experience leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving
- AI fluency: ability to leverage AI tools to drive team productivity (pipeline prioritization, account research, deal coaching, performance analysis) and articulate AI-powered product value to business buyers
