Partner Sales Manager, North Asia

Role Overview

You drive ServiceNow growth through partner-led sales while owning quota accountability for North Asia (Hong Kong, Taiwan). You build strategic partner relationships and own pipeline/revenue targets. Success means healthy, mature partners generating qualified deals that close.

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 (tiering, health metrics, performance).
Territory & Account Management

• Own and develop a structured territory execution plan across assigned non-named accounts.
• Prioritise 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. Decide which accounts are partner-led, co-sell, or direct.
• Design and execute joint demand generation: field events, roundtables, prospecting. Measure pipeline generated.
• Lead partner prospecting activities systematically; ensure they feed your pipeline, not just activity.
Sales Cycle Leadership

• Lead opportunity qualification and customer engagement. Leverage partner pre-sales for discovery; own VP/C-level conversations.
• Maintain deal momentum. Coordinate partners, pre-sales, marketing to accelerate velocity. When partners step back, you step forward.
• Own deal closure. Negotiate and close. You're accountable for the outcome, not just facilitation.
Partner Enablement

• Onboard new partners or enable existing partners with solution competencies needed for your territory.
• Coach and motivate partners to prioritize your deals. Address misalignment—capability gap, incentive issue, or opportunity misfit.

Department: Sales
Experience Level: Mid-Senior Level