Partner Sales Manager, Indonesia

Job description

This is a high-impact, quota-carrying field sales role focused on generating net new business across a portfolio of non-named accounts in Indonesia. You will drive ServiceNow growth through a channel-first model by identifying, engaging, and winning with the right partner for each opportunity. You will be the quarterback of a virtual team across Partner Managers, Partner Marketing, Partner Pre-Sales, and Partner Excellence to execute a disciplined territory plan and drive pipeline from first engagement through to closed-won.

What you get to do in this role

Territory planning and execution: 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.

Partner-led sales motion

Collaborate with the Partner Manager Group to identify and select the right partners for your territory by country, industry focus, and solution capability. 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; targeted at your assigned account portfolio.

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 where needed to bring new partners on board or enable existing partners with new solution competencies relevant to your territory's needs; ensuring the right capacity and capability is in place to support your pipeline.

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, spanning verticals such as financial services, manufacturing, public sector, retail, telecommunication, or technology, depending on your assigned accounts.

Qualifications

To be successful in this role you have: 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. Knows how to enable and motivate partners to prioritise your deals.

Industry knowledge

Strong understanding of one or more key industries in Indonesia (e.g. financial services, manufacturing, public sector, retail, telecommunication, technology). Able to speak credibly to business challenges, buying centres, and digital transformation priorities relevant to your territory.

Territory management

Experience managing a large account portfolio (80 to 150+ accounts). Skilled at segmenting, prioritising, and executing a disciplined territory plan to maximise pipeline coverage and conversion.

Platform and workflow solutions

Familiarity with enterprise SaaS platforms, ideally ServiceNow, Salesforce, SAP, or similar workflow/ITSM/CRM platforms. Able to position platform value at the business and IT buyer level.

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. Able to articulate AI-powered product value to business buyers.

Indonesia market knowledge

Understands the commercial and cultural dynamics of selling in Indonesia market.

Bahasa Indonesia - Professional fluency (spoken and written)

Ability 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