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About the Role

This is a high-impact, quota-carrying field sales role focused on generating net new business across a portfolio of non-named accounts in Australia and New Zealand. 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.

Responsibilities

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.
Collaborate with Partner Manager Group to identify and select appropriate partners for your territory.
Co-develop joint account plans and co-selling motions with selected partners to drive pipeline creation and deal progression.
Partner with Partner Marketing Group to design and execute joint demand generation campaigns.
Lead opportunity qualification and customer engagement.
Leverage Partner Pre-Sales support for discovery, solution demonstrations, and technical pre-sales activities.
Maintain deal momentum from first meeting through to commercial close.
Work with Partner Excellence Group to onboard new partners or enable existing partners with new solution competencies.
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.
Apply strong industry knowledge to frame ServiceNow's value proposition for target buyers across your territory.

Requirements

5 – 8+ years of quota-carrying B2B technology sales experience with consistent track record of meeting or exceeding targets.
SaaS sales experience strongly preferred.
Proven experience selling through or with channel partners.
Experience with co-selling and joint pipeline creation.
Experience managing partner-led deal motions.
Ability to enable and motivate partners to prioritise deals.
Strong understanding of one or more key industries in ANZ (e.g., financial services, manufacturing, public sector, retail, telecommunication, technology).
Ability to speak credibly to business challenges, buying centers, and digital transformation priorities.
Experience managing a large account portfolio (80 to 150+ accounts).
Skilled at segmenting, prioritising, and executing a disciplined territory plan.
Familiarity with enterprise SaaS platforms (e.g., ServiceNow, Salesforce, SAP, or similar workflow/ITSM/CRM platforms).
Ability to position platform value at business and IT buyer level.
Comfortable engaging VP and C-level buyers.
Skilled at orchestrating a virtual internal team across pre-sales, marketing, and partner-facing roles.
Leverages AI tools to enhance productivity (e.g., pipeline prioritisation, account research, outreach personalisation, sales forecasting).
Ability to articulate AI-powered product value to business buyers.
Understanding of commercial and cultural dynamics of selling in ANZ markets.

Skills

B2B technology sales
SaaS sales
Channel sales
Co-selling
Pipeline creation
Partner management
Industry knowledge
Territory management
Account portfolio management
Enterprise SaaS platforms
Workflow solutions
ITSM platforms
CRM platforms
Stakeholder influence
C-level engagement
Virtual team orchestration
AI tools
Sales forecasting
ANZ market knowledge
CRM record maintenance
Pipeline reporting
Deal status updates
Forecast input
Opportunity qualification
Customer engagement
Solution demonstrations
Technical pre-sales
Demand generation
Account planning

Location

Australia
New Zealand
APAC - Asia Pacific

Work Type

Flexible
Regular

Experience Level

5 – 8+ years of quota-carrying B2B technology sales experience

About the Company

ServiceNow started in San Diego, California in 2004.
ServiceNow is 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.
Our purpose is to make the world work better for everyone.

Equal Opportunity

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.
All qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.
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.