SeniorFull TimeEN
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About the Role
This is a senior business development leadership role within ServiceNow’s APAC Channels & Partnerships organization. You will own the end-to-end partner activation strategy for Risk & Security product areas and M&A integrations across the APAC region. The role demands deep domain expertise in Risk & Security — you need to know the industry landscape, customer challenges, competitive dynamics, regulatory environment, and solution architecture inside out. You will be the go-to expert who can credibly engage with CISOs, security architects, and IT leaders at partner and customer organizations on topics spanning GRC posture, SecOps maturity, threat landscape, and compliance requirements. Equally, you must bring strong knowledge of APAC channel ecosystems and partner operating models across diverse markets.
This role functions as a strategic extension of the field sales team for Risk & Security — not a siloed partner function. Working across Partner Managers, Partner Sales Managers, field AEs, Partner Marketing, and global teams, you will ensure partners are equipped, enabled, and actively driving pipeline and revenue for ServiceNow’s Risk & Security portfolio. This requires a strategic operator with strong execution and project management DNA who can build C-level relationships with partner executives and translate global strategy into regional partner activation that delivers measurable NNACV and customer adoption outcomes.
What You’ll Do
Own the Risk & Security partner activation strategy for APAC — architect and execute joint GTM plans with partners, drive enablement, generate sourced pipeline, and ensure deal closure working closely with Partner Managers and Partner Sales Managers.
Develop, prioritize, and refine Risk & Security GTM strategies specific to APAC Partnerships and Channels, translating global product roadmaps into regional partner plays that align with field sales priorities.
Enable and activate the field on all partner Risk & Security solutions, ensuring cohesive execution and alignment with field sales objectives. Act as the connective tissue between the global Risk & Security sales organization and APAC channel teams.
Lead the activation of new M&A integrations (e.g., Armis) through the partner ecosystem, building partner readiness and go-to-market motions for newly acquired capabilities.
Build delivery capacity and technical capability for Risk & Security products across the partner ecosystem — drive certification programs, solution specialization, and practice buildouts so partners become empowered in the use, sale, and delivery of our solutions.
Engage directly with a broad set of partners across system integrators, MSPs, and specialist security firms to accelerate their Risk & Security practice maturity. Ensure all key executives of partner GTM teams are interlocked with ServiceNow at the field level.
Identify areas of overlap between partner advisory and services practices and ServiceNow’s Risk & Security portfolio to drive incremental pipeline and revenue.
Work closely with the global Risk & Security sales, industry, and partnerships teams to ensure GTM alignment, clarity, and impact across all channels in the region.
Execution & Measurement
Drive scalable and consistent execution across APAC sub-regions, coordinating with Partner Marketing to maximize pipeline generation, progression, and NNACV. Measure results from joint marketing events and campaigns to inform future investment decisions.
Own and refine outcome-specific KPIs including partner-sourced pipeline, pipeline-to-close conversion, partner satisfaction scores, joint marketing ROI, and certification velocity. Provide actionable insights to leadership and stakeholders through regular business performance reviews.
Stay ahead of market trends, competitive shifts, regulatory developments, and emerging technologies in the Risk & Security space to inform GTM strategy and positioning.
Represent ServiceNow at industry events, partner summits, and executive forums.
Deep domain expertise in Risk & Security — you must have a strong working knowledge of GRC, SecOps, IRM, vulnerability management, threat intelligence, or adjacent security domains. This includes understanding the customer buying journey, competitive landscape, regulatory drivers, and solution architecture in this space. You need the technological credibility to hold substantive conversations with CISOs, security architects, and senior IT stakeholders — not just commercial discussions.
12+ years of experience in GTM strategy, business development, channel programs, or partner ecosystem roles within enterprise technology, with at least 3 years in a senior leadership capacity.
Strong knowledge of APAC markets and channel ecosystems — understanding of how partners operate, sell, and deliver across diverse APAC sub-regions (ANZ, India, ASEAN, Korea).
Proven track record of driving strategic initiatives and operational execution in complex, matrixed environments. Demonstrated ability to set and exceed KPIs that have a measurable impact on pipeline and revenue outcomes.
Experience in SaaS, cloud, or enterprise platform companies with partner-led growth models.
Experience activating partners on new product categories or M&A integrations — building partner readiness from scratch, not just managing established programs.
Deep experience engaging with senior stakeholders and influencing executive decision-making across partner and customer organizations. Track record of speaking to and coordinating with SVP/EVP and C-suite audiences.
Strong analytical, communication, and storytelling skills — ability to translate data into partner strategy, executive narratives, and actionable business plans.
Experience leading cross-functional initiatives across APAC while collaborating with global teams.
Work Personas
We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.
Equal Opportunity Employer
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.
Accommodations
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 globaltalentss@servicenow.com for assistance.
Export Control Regulations
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.
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