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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.

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 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.
• 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.
• 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.
• 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.
• 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.
• 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.

Requirements

• 5 – 8+ years of quota-carrying B2B technology sales experience with a consistent track record of meeting or exceeding targets.
• 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.
• Strong understanding of one or more key industries in ANZ (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.
• 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.
• 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.
• 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.
• 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.
• Understands the commercial and cultural dynamics of selling in ANZ markets.

Skills

• SaaS sales
• Channel sales
• Territory management
• Enterprise SaaS platforms
• Platform value positioning
• Stakeholder influence
• AI tools
• AI-powered product value articulation
• ANZ market knowledge

Location

• Australia
• New Zealand

Work Type

• Flexible
• Field sales

Experience Level

• 5 – 8+ years

About the Company

• 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.
• Join us as we pursue our purpose 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.
• In addition, 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.
• For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals.
• All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.