ServiceNow
Tech / AI / Software
SrDir,GlobalPartnershipsandChannels,Asia
“Sr Dir, Global Partnerships and Channels, Asia at ServiceNow. Skills: Global Partnerships, Channels, Partner Ecosystem Management, Go-To-Market Strategy, NNACV Growth, Customer Success. Lead and manage the partner and channel ecosystem across Southeast Asia (SEA) and Hong Kong/Taiwan (HK/TW) markets.. Drive growth, ecosystem health, and customer success outcomes across the territory.”
What You'll Achieve.
Driving growth, ecosystem health, and customer success outcomes across the territory.; Drive Net New Annual Contract Value (NNACV) growth and customer success outcomes through implementation excellence and product adoption.; Contribute to overall territory strategy and execution.; Establish sales objectives by forecasting and developing strategic business quotas for the SEA and HK/TW territories.; Set quarterly business objectives to maintain strategic engagement with Partners across all five RTMs.; Drive high levels of delivery CSAT and customer satisfaction across the partner ecosystem.
Industry & Context.
Identify business opportunities by evaluating partners and their position in the researching and analyzing sales options and any new or incremental capacity needed across the five RTMs.
What They're Looking For.
Must Have
At least 10 years’ related working experience in field sales and dealing with Global System Integrators, Advisory Firms, Managed Service Providers, Hyperscalers, ISVs, and Reseller partners at the Asia regional level., Must have 5 years of management experience leading partner or channel teams., Proven experience leading and developing high-performing teams across diverse, multi-market geographies including SEA, HK/TW., Ability to work with direct and indirect reporting lines in highly matrixed environments.
Nice to Have
Provides leadership and direction to Partner Managers and cross-functional stakeholders as necessary., A roll-up-sleeves attitude to getting things done to attain team purpose and growth objectives., understanding of partner enablement, partner marketing, and solution/technical architecture disciplines., Experience driving NNACV growth and customer success outcomes through partner motions.
What You'll Do.
Lead and manage the partner and channel ecosystem across Southeast Asia (SEA) and Hong Kong/Taiwan (HK/TW) markets.
and customer success outcomes across the territory.
Lead and manage a team of Partner Managers across five Routes to Market (RTM): Consulting & Implementation (C&I)
Managed Service Provider (MSP)
and Build + ISV partners.
Scale ServiceNow growth by executing Go-To-Market (GTM) strategies with partners across the five RTMs to drive Net New Annual Contract Value (NNACV) growth and customer success outcomes through implementation excellence and product adoption.
Contribute to overall territory strategy and execution as an integral part of the local SEA and HK/TW leadership team.
Establish sales objectives by forecasting and developing strategic business quotas for the SEA and HK/TW territories.
Set quarterly business objectives to maintain strategic engagement with Partners across all five RTMs.
Implement the SEA and HK/TW sales and partner programs adhering to a global structure whilst maintaining local market relevance across diverse markets.
Manage a professional services Partner ecosystem to ensure a healthy ecosystem that supports customer demand and drives CSAT in delivery.
Complete regional weekly and quarterly sales operational requirements.
Transact with CXO-level partners across local and global partnerships in territory.
Identify business opportunities by evaluating partners and their position in the market.
Ensure partners are up to date on ServiceNow strategic priorities and partner programs through webinars
Drive high levels of delivery CSAT and customer satisfaction across the partner ecosystem.
Leverage Marketing and local resources to coordinate campaign selling and enablement.
Lead events in terms of driving awareness
and demand across SEA and HK/TW markets.
How You'll Work.
Team & Collaboration
Reporting into the GVP of Channels and Partnerships for APAC; Partner Managers will report directly into this role; Dedicated supporting functions across Partner Marketing, Partner Enablement, and Solution/Technical Architects; Working closely with Sales leadership; Integral part of the local SEA and HK/TW leadership team; Provides leadership and direction to Partner Managers and cross-functional stakeholders as necessary; Ability to work with direct and indirect reporting lines in highly matrixed environments
Communication Scope
Transact with CXO-level partners
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