Sr Partner Sales Manager India

About the role

Driving Growth Through Channel Excellence in India

This role is a high-impact, field-based position responsible for generating net-new business within a defined portfolio of non-named accounts across India. The primary mission is to accelerate ServiceNow's growth by adopting a channel-first strategy. Success requires identifying, engaging, and winning with the most suitable partner for every opportunity. You will act as the central coordinator, or quarterback, for a virtual network of collaborators. This includes Partner Managers, Partner Marketing, Partner Pre-Sales, and Partner Excellence. The goal is to execute a disciplined territory plan that moves pipeline from initial engagement to closed-won deals.

What you get to do in this role

Own and develop a structured territory execution plan across your assigned non-named accounts in India. This involves prioritizing targets based on industry potential, untapped whitespace, and existing partner footprints. Your responsibility is to build and maintain a robust pipeline that consistently meets and surpasses quarterly and annual new business goals.

Collaborate on a partner-led sales motion by working closely with the Partner Manager Group. You will identify and select the optimal partners for your territory based on country presence, industry focus, and solution expertise. Together, you will co-create joint account plans and define co-selling strategies to generate pipeline and advance deals through their lifecycle.

Design and execute joint demand generation initiatives with the Partner Marketing Group. This includes planning and running field events, roundtable discussions, digital campaigns, and targeted prospecting activities. All efforts will be directed at your specific portfolio of assigned accounts to drive awareness and interest.

Lead the sales cycle from discovery to close by coordinating with Partner Pre-Sales. You will use their support for customer discovery, solution demonstrations, and technical validation. Your focus will be on sustaining deal momentum from the first point of contact through to final commercial agreement.

Enable and develop partner capabilities in collaboration with the Partner Excellence Group. This involves onboarding new partners or enhancing the skills of existing ones with relevant solution knowledge for your territory. Ensuring the right capacity and capability is available is key to supporting your pipeline targets.

Maintain rigorous pipeline and forecast discipline. This includes keeping CRM records accurate and current. You will provide regular updates on pipeline health, deal status, and forecast inputs. Active participation in deal reviews and business reviews with senior leadership is also required.

Apply deep industry insight to shape positioning. You will use strong industry knowledge to frame ServiceNow's value proposition for target buyers in India. This spans critical sectors such as financial services, manufacturing, public sector, retail, telecommunication, and technology, tailored to your specific accounts.

Requirements for success

You bring a sales track record of consistent high performance. This includes a history of quota attainment in B2B technology over a significant period. Direct experience with SaaS sales models is highly valued.

You have proven channel sales expertise. This includes selling through partners, co-selling initiatives, joint pipeline creation, and managing partner-led deal structures. You know how to enable and motivate partners to prioritize your opportunities.

You possess strong industry knowledge relevant to the Indian market. You can credibly discuss business challenges, buying centers, and digital transformation priorities for sectors such as financial services, retail, and telecom within your territory.

You excel at territory management across a large portfolio. This involves managing an account base of 80 to 150+ customers. You are skilled at segmenting, prioritizing, and executing a disciplined plan to maximize coverage and conversion rates.

You are experienced with enterprise platform solutions. Familiarity with systems like ServiceNow, Salesforce, or SAP is essential. You can articulate platform value to both business and IT decision-makers.

You are a stakeholder influencer comfortable engaging with Vice President and C-level executives. You can orchestrate a virtual internal team that includes pre-sales, marketing, and partner functions to drive deal momentum.

You use AI to augment sales effectiveness. This includes leveraging AI for tasks such as pipeline prioritization, account research, personalized outreach, and sales forecasting. You can clearly articulate the business value of AI-powered solutions to buyers.

You understand the commercial and cultural dynamics of India. This includes navigating the market realities of selling in India. Multilingual skills are an advantage depending on the specific territory assignment.

Additional Information

Work Personas: This role may be designated as flexible remote, remote, or required in office based on operational needs. Eligibility is determined by distance from your residence to the nearest ServiceNow office.

Equal Opportunity Employer: ServiceNow is committed to equal opportunity. All qualified applicants will be considered without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, veteran status, or any other protected category. Those with arrest or conviction records will be considered in accordance with legal requirements.

Accommodations: If you require a reasonable accommodation for any part of the application process, please contact globaltalentss@servicenow.com.

Export Control: Certain roles require access to technology subject to export control laws. Employment may be contingent on obtaining necessary government approvals.

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