Senior Director, Reseller Channel Sales
Skills
About the role
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.
Qualifications
About the Role
This is a senior business development leadership role within ServiceNow’s APAC Channels & Partnerships organization, responsible for driving partner activation across the Reseller Channel
You will work across APAC markets - partnering with Partner Managers, Partner Sales Managers, field AEs, Partner Marketing, and global teams - to ensure partners are equipped, enabled, and actively driving pipeline and revenue for ServiceNow’s expanding portfolio. The role requires a strategic operator who can navigate complex APAC channel ecosystems, build C-level relationships with partner executives, and translate global product strategy into regional partner activation that delivers measurable NNACV outcomes.
Key Responsibilities
Pillar 1: New Product & M&A Partner Activation
Lead the end-to-end partner activation strategy for new product launches and M&A integrations across APAC. This includes working with partners to build sales, pre-sales, and technical capabilities so they can effectively position, sell, implement, and support new offerings in-market.
Define and execute partner readiness programs - covering sales enablement, technical certification, solution positioning, and use-case development - in coordination with global Product, Enablement, and M&A integration teams.
Own partner-sourced NNACV targets for new product areas, with accountability for implementation quality and customer adoption outcomes. Track activation metrics across markets and provide reporting and insights to regional and global leadership.
Serve as the connective tissue between global product/M&A teams and the APAC partner ecosystem - ensuring launch timelines, GTM materials, and enablement programs are localized and executed effectively across ANZ, India, Asia, and Korea.
Pillar 2: ISV, Build-on & OEM Ecosystem Development
Recruit, enable, and support go-to-market with ISV, Build-on solution, and OEM partners across APAC. Drive the pivot from product sales to solution sales by expanding the partner-built solution ecosystem on the ServiceNow platform.
Develop and execute strategies to move partner ISV solutions into the ServiceNow Store/Marketplace, working with Build partners to ensure solutions meet quality, certification, and GTM-readiness standards.
Build joint GTM motions with ISV and OEM partners - including co-sell, co-market, and joint value propositions - that drive incremental NNACV and ServiceNow’s addressable market across industries and use cases in APAC.
Cross-Functional & Stakeholder Engagement
Partner cross-functionally with regional and global teams - including Partner Marketing, Sales Leadership, Solution Consulting, Customer Success, and Operations - to align partner activation and ISV ecosystem priorities with broader APAC and global Channels & Partnerships strategy.
Develop clear, audience-specific communications for leadership, field teams, and partner stakeholders - translating complex product, M&A, or ecosystem updates into actionable plans with clear ownership and timelines.
Build and maintain senior relationships with partner executives across APAC, with the ability to influence at C-level and drive strategic commitments around investment, capability build, and joint pipeline targets.
Qualifications
12+ years of experience in channel/partner business development, technology partnerships, ISV ecosystem management, or partner GTM - ideally in enterprise SaaS or platform companies operating across APAC
Proven track record of activating partners on new products or M&A integrations, with measurable pipeline and revenue outcomes
Deep understanding of APAC channel and partnership ecosystems, including regional nuances across ANZ, India, Southeast Asia, and Korea
Experience recruiting and scaling ISV, Build, or OEM partner programs, including marketplace/store strategies
Strong C-level engagement and influencing skills, with the ability to build trust and drive commitments with partner executives
Strategic thinker who can operate in ambiguity, balance long-range planning with tactical execution, and drive results across matrixed organizations
Strong organizational and program management skills - able to coordinate across multiple markets, stakeholders, and workstreams simultaneously
Comfort working across cultures and time zones in a fast-moving, high-growth environment
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.
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.
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