Team Lead & Partner Acquisition APAC

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.

What you get to do in this role:

• Localize strategic multi-year joint plans with partners in APAC focused on Co-Sell & Co-Delivery to accelerate our joint Clients’ Digital Transformation Journey
• Enable & establish World Class Delivery Capability, Capacity & Competency with ServiceNow partners by NOW Product Line
• Lead Partner Recruitment requirements & develop APAC plan for FY25
• Ongoing review of data to assess gaps by Industry/Area then work with Country Leaders to influence and recruit new partners to close gaps by Area
• Coach & mentor recruitment team supporting them on calls, prioritisation of workload and deal with escalations
• Drive partner operational rigor, consistency and business review governance with ServiceNow and senior partner stakeholders
• Develop and execute against strategic joint business plans that drive all aspects of the partner relationship including executive interlocks, business development, enablement, certification plans, partner marketing, and solution development
• Present and promote ServiceNow’s value proposition and capabilities that enables the partner to build a profitable ServiceNow business
• Coach and mentor the team so each team member can replicate ServiceNow’s value proposition/ capabilities to the same standard
• Coach and mentor team members ensuring operational rigour with GEMS cadence calendar and alignment with cadence and partner manager playbook
• Coach team members to build trusted relationships, hit their targets whilst driving quality & capacity
• Manage all relationship interlocks: executive, product development, marketing, delivery
• Develop and execute capacity plans to assure partners are well positioned to deliver successful customer implementations
• Collaborate with Marketing teams to build and execute joint demand gen plans
• Support joint sales pursuit activities
• Develop and execute joint solution development plans with emphasis on targeted industry markets
• Excellent communication skills that promote the success of partnerships
• Lead regular QBR’s/ relationship reviews with senior management
• Build and maintain activity and performance reports and dashboards

To be successful in this role you have:

• Excellent instincts and proven ability to interface at a senior and C-level with ease
• Adept at moving quickly between low-level execution and high-level strategic thinking and organization
• A good understanding of partner’s operating model
• Superior relationship building skills across internal and partner stakeholders
• High level of communication skills, both written and verbal
• Diligent at measuring and communicating progress to achieve targeted business results, identifying obstacles and associated remediation plans.
• Experience working in a remote digital / inside sales environment
• The successful candidate will be adaptable and flexible, able to work and thrive in a highly dynamic environment
• Proven track record of exceeding performance objectives
• Experience and success operating within the Enterprise market
• Fast paced, high growth company experience
• High business acumen with a sales, marketing, and solution development mindset
• Capable of performing in a virtual team environment
• Capable of growing and nurturing a remote team
• Experience working across APAC in ANZ, Asia, India and Korea markets
• Negotiation and conflict resolution skills
• 10+ years in Global System Integrator alliance management or business development role within the enterprise software ecosystem.

This role does not have travel budget

Leadership competencies:

• Drive results- Consistently achieving results, even under tough circumstances
• Nimble learning- Achieving learning through experimentation when tacking new problems
• Collaboration- Building trusted relationships and turning conflicts into opportunities to collaborate
• Self -development- Is curious and is actively seeking new ways to grow and learn

Core Competencies:

• Ensures Accountability – Holds self and others accountable to meet commitments
• Execution Focus – Consistently achieving results even under tough circumstances
• Strategic Mindset – Seeing ahead to future possibilities and translating them into breakthrough strategies

Functional competencies:

• Persuades- Using compelling arguments that convey a clear understanding of the unique needs of different audiences to gain the support and commitment of others
• Situational adaptability- Adapting approach and demeanour in real time to match the shifting demands of different situations.
• Trusted Advisor- The person the client/ customer/ peer turns to when an issue arises, often in times of great urgency: a crisis, a change, a triumph, or a defeat.

JV20

Not sure if you meet every qualification? We still encourage you to apply! We value inclusivity, welcoming candidates from diverse backgrounds, including non-traditional paths. Unique experiences enrich our team, and the willingness to dream big makes you an exceptional candidate!

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. Learn more here.

Equal Opportunity Employer 

ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, 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 [email protected] 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. 

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