Partner Sales Manager, Indonesia

About the Position

We are seeking a Partner Sales Manager for Indonesia to join our dynamic team at ServiceNow. This high-impact, quota-carrying field sales role focuses on generating net new business across a portfolio of non-named accounts in Indonesia. You will drive ServiceNow's growth through a channel-first model by identifying, engaging, and winning with the right partners for each opportunity.

Responsibilities

• Territory planning and execution: Develop and execute a structured territory plan across assigned non-named accounts. Prioritize accounts by industry, whitespace, and partner coverage. Build and maintain a healthy pipeline to meet and exceed quarterly and annual new business targets.
• Partner-led sales motion: Collaborate with the Partner Manager Group to identify and select the right partners for your territory. Co-develop joint account plans and co-selling motions with selected partners to drive pipeline creation and deal progression.
• Demand generation with partners: Partner with the Partner Marketing Group to design and execute joint demand generation campaigns, including field events, roundtables, digital campaigns, and prospecting activities.
• Sales cycle leadership: Lead opportunity qualification and customer engagement, leveraging Partner Pre-Sales support for discovery, solution demonstrations, and technical pre-sales activities. Maintain deal momentum from first meeting through to commercial close.
• Partner capability development: Work with the Partner Excellence Group to onboard new partners or enable existing partners with new solution competencies relevant to your territory's needs.
• Pipeline and forecast discipline: Maintain accurate and up-to-date CRM records. Provide regular pipeline reporting, deal status updates, and forecast inputs. Participate in deal reviews and business reviews with leadership as required.
• Industry and solution positioning: Apply strong industry knowledge to frame ServiceNow's value proposition relevantly for target buyers across your territory.

Requirements

• Sales track record: 5 – 8+ years of quota-carrying B2B technology sales experience with a consistent track record of meeting or exceeding targets. SaaS sales experience strongly preferred.
• Channel sales expertise: Proven experience selling through or with channel partners, co-selling, joint pipeline creation, and managing partner-led deal motions.
• Industry knowledge: Strong understanding of one or more key industries in Indonesia (e.g., financial services, manufacturing, public sector, retail, telecommunication, technology).
• Territory management: Experience managing a large account portfolio (80 to 150+ accounts). Skilled at segmenting, prioritizing, and executing a disciplined territory plan.
• Platform and workflow solutions: Familiarity with enterprise SaaS platforms, ideally ServiceNow, Salesforce, SAP, or similar workflow/ITSM/CRM platforms.
• Stakeholder influence: Comfortable engaging VP and C-level buyers. Skilled at orchestrating a virtual internal team across pre-sales, marketing, and partner-facing roles to drive deal momentum.
• AI fluency: Leverages AI tools to enhance productivity, including pipeline prioritisation, account research, outreach personalisation, and sales forecasting.
• Indonesia market knowledge: Understands the commercial and cultural dynamics of selling in the Indonesia market.
• Bahasa Indonesia: Professional fluency (spoken and written) to conduct partner negotiations, product briefings, and account reviews directly with Indonesian distributors and end customers without interpretation support.
• Travel: Extensive travel to Indonesia is required.

We Offer

• Competitive salary and benefits
• Opportunity to work in a global market leader
• Professional growth and development opportunities
• Inclusive and flexible work environment

About the Company

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.

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.