Sr Dir, Global Partnerships and Channels, Korea

Job description

What you get to do in this role

The successful applicant will lead and manage the partner and channel ecosystem across the Korea market. This is a senior leadership role with full accountability for driving growth, ecosystem health, and customer success outcomes across the territory. Partner Managers will report directly into this role. Role Description Reporting into the GVP of Channels and Partnerships for APAC, you will lead and manage a team of Partner Managers across five Routes to Market (RTM): Consulting & Implementation (C&I), Managed Service Provider (MSP), Reseller, Hyperscaler, and Build + ISV partners.

The role will also have dedicated supporting functions across Partner Marketing, Partner Enablement, and Solution/Technical Architects to drive ecosystem growth and partner success. Scale ServiceNow growth by executing strong Go-To-Market (GTM) strategies with partners across the five RTMs to drive Net New Annual Contract Value (NNACV) growth and customer success outcomes through implementation excellence and product adoption.

Working closely with Sales leadership, you will be an integral part of the local Korea leadership team, contributing to overall territory strategy and execution. Establish sales objectives by forecasting and developing strategic business quotas for the Korea territory based on regional guidance; projecting expected sales volume and profit for existing and new customer sets and products. Set quarterly business objectives to maintain strategic engagement with Partners across all five RTMs.

Implement the Korea sales and partner programs adhering to a global structure whilst maintaining local market relevance across diverse markets. Manage a professional services Partner ecosystem to ensure a healthy ecosystem that supports customer demand and drives strong CSAT in delivery. Complete regional weekly and quarterly sales operational requirements. Transact with CXO-level partners across local and global partnerships in territory.

Identify business opportunities by evaluating partners and their position in the industry; researching and analyzing sales options and any new or incremental capacity needed across the five RTMs. Ensure partners are up to date on ServiceNow strategic priorities and partner programs through webinars, analyst engagements, and partner events. Drive high levels of delivery CSAT and customer satisfaction across the partner ecosystem.

Leverage Marketing and local resources to coordinate campaign selling and enablement. Lead events in terms of driving awareness, enablement, Partner Investment, and demand across the Korea market.

Qualifications

To be successful in this role you have: At least 10 years’ related working experience in field sales and dealing with Global System Integrators, Advisory Firms, Managed Service Providers, Hyperscalers, ISVs, and Reseller partners at the Korea country level. Must have 5 years of management experience leading partner or channel teams. Proven experience leading and developing high-performing teams across diverse, multi-market geographies including Korea.

Provides leadership and direction to Partner Managers and cross-functional stakeholders as necessary. Ability to work with direct and indirect reporting lines in highly matrixed environments. A roll-up-sleeves attitude to getting things done to attain team purpose and growth objectives. Strong understanding of partner enablement, partner marketing, and solution/technical architecture disciplines. Experience driving NNACV growth and customer success outcomes through partner motions.

JV20