Partner Manager, Resellers & Distributors – APAC

Sales & BusinessSalesFull-timeposted 2w ago

Company Description

It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.

Join us to put AI to work for people.

Job Description

Role Overview

Develop and strengthen ServiceNow's distributor and reseller ecosystem across APAC. This role requires strong experience working with distributors and resellers across the region, with a deep understanding of distributor-led and reseller-led go-to-market models, enablement motions, pipeline generation, and partner recruitment strategies. You will leverage distributor and reseller relationships to accelerate ecosystem growth and business outcomes — recruiting and enabling partners, driving end-to-end sales engagements, and scaling ServiceNow's footprint through the indirect channel.

Key Responsibilities

Identify, recruit, onboard and manage distributors and resellers across APAC; design and execute reseller and distributor/reseller-led GTM motions to expand the ecosystem.
Build and execute enablement programs covering product knowledge, solution selling, certifications, and co-delivery capabilities to mature reseller/distributor practices.
Drive end-to-end sales engagements with distributor and reseller partners from discovery through close; orchestrate internal resources (marketing, enablement, technical teams) to accelerate deal velocity and improve win rates.
Lead pipeline generation through distributor and reseller channels; develop partner business plans, conduct quarterly business reviews, and manage sales incentive programs.
Coach distributor and reseller leadership on competitive positioning, product strategy, and solution selling; monitor performance and provide guidance to optimize outcomes.
Collaborate with cross-functional teams to align distributor and reseller activities with ServiceNow sales objectives; serve as primary liaison between ServiceNow and channel partners.

Qualifications

To be successful in this role you have:

Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry.
Broad-based business and technology expertise with 10+ years in sales or 7+ years in either partner channel sales management, reseller/distributor management, or sales leadership in technology/SaaS, with demonstrated experience managing technology distributor/reseller relationships in APAC/ Asia
Proven track record in distributor/reseller recruitment, pipeline generation, and ecosystem expansion in emerging markets.
Strong negotiation, relationship-building, and strategic planning skills; ability to manage complex partner ecosystems and cross-functional teams.
Deep understanding of cloud services, enterprise software, and competitive landscape; experience with AI tools and automation.
Some travel across Southeast Asia and India is expected

Additional Information

Work Personas

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.

Equal Opportunity Employer

ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements. 

Accommodations

We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact globaltalentss@servicenow.com for assistance.

Export Control Regulations

For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.