 Role OverviewYou 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 ResponsibilitiesPartner Practice DevelopmentBuild 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 ManagementOwn 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 GenerationCo-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 LeadershipLead 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 EnablementOnboard 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.
