Partner 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.
To be successful in this role you have:
Sales & channel experience: 8–12+ years in quota-carrying B2B technology sales and partner/channel management; proven track record of exceeding targets and building partner practices; SaaS experience preferred
Territory & account management: Experience managing large account portfolios (80–150+); skilled at segmentation, prioritization, and disciplined execution to maximize pipeline coverage and conversion
Partner sales expertise: Demonstrated success selling through and with channel partners; able to enable and motivate partners to prioritize your deals; comfortable orchestrating partner motions alongside direct customer engagement
Stakeholder influence: Comfortable engaging VP and C-level buyers; skilled at influencing across internal teams (Sales, Marketing, Partner Operations, Pre-Sales, Enablement) to drive deal velocity
Platform knowledge: Familiarity with enterprise SaaS platforms, ideally ServiceNow, Salesforce, or similar; able to position platform value at business and IT buyer levels
Industry knowledge: Strong understanding of key industries relevant to your territory; able to speak credibly to business challenges, buying centers, and digital transformation priorities
AI fluency: Leverages AI tools to enhance productivity (pipeline prioritization, account research, outreach personalization, sales forecasting); able to articulate AI-powered product value to customers
Market acumen: Understands commercial and cultural dynamics of your assigned market; proactive in local partnerships and relationship-building
Travel: Willingness and ability to travel frequently within Hong Kong, Taiwan
Language requirements: Fluency in both English and Cantonese

Employment type
Full-time

Work arrangement
Hybrid