Company Description
It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — 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. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.
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 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.
What you get to do in this role:
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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.
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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.
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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.
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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.
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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.
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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.
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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:
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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.
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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.
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Industry knowledge: 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.
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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.
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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.
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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.
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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.
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ANZ market knowledge: Understands the commercial and cultural dynamics of selling in ANZ markets.
Additional Information
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 [email protected] 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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