Director - India Reseller Channel

Job description

This is a senior sales leadership role responsible for building and running a high-performing team of Partner Sales Managers (PSMs) across India's non-named account segment. You will own the partner-led new business number for India, setting the strategy, designing the territory model, and coaching your team to execute a disciplined partner sales motion across a portfolio of accounts. You will operate at the intersection of sales leadership, partner strategy, and India market expertise, working cross-functionally with Partner Manager, Marketing, Pre-Sales, and Excellence groups to ensure your team has everything needed to win. What you get to do in this role: Team leadership and development: Hire, onboard, and develop a team of Partner Sales Managers across India's industry verticals. Set clear performance expectations, run structured 1:1s and pipeline reviews, and coach reps through complex deal cycles. Build a high-accountability, high-support team culture aligned to ServiceNow's values. India partner-led sales strategy: Define the partner led go-to-market strategy for India's non-named account segment. Determine territory design, industry vertical coverage (FSI, MRD, TMT, Public Sector), and partner selection criteria. Translate strategy into executable territory plans with each PSM and ensure quarterly execution discipline. Revenue ownership: Own and deliver the team's new business quota for India. Maintain accurate pipeline visibility, manage forecast calls, and take early corrective action on coverage gaps. Identify and escalate deal risks while keeping momentum on the team's top opportunities. Partner ecosystem leadership: Work with the Partner Manager Group to shape the right partner mix for India by industry vertical, geography within India, and solution capability. Elevate partner relationships at the leadership level, supporting your PSMs in building strong working relationships with selected partners' sales teams. Demand generation and pipeline creation: Collaborate with the Partner Marketing Group to build and execute joint demand generation programmes across India's key verticals and partner ecosystem. Ensure pipeline creation targets are met through a balanced mix of partner-led events, digital campaigns, and direct prospecting with your team. Executive engagement and deal support: Engage directly with C-suite and senior buyer stakeholders on strategic opportunities both to advance deals and to model the right level of executive engagement for your PSMs. Support the team in navigating complex, multi-stakeholder deal cycles with partner and internal pre-sales resources. India market and industry expertise: Bring credible knowledge of India's enterprise technology landscape across key verticals FSI, MRD, TMT, and Public Sector. Understand the competitive dynamics, procurement patterns, partner ecosystem maturity, and digital transformation priorities specific to India's commercial market. Reporting and business rhythm: Establish and maintain a regular operating cadence of weekly pipeline reviews, monthly business reviews, and quarterly planning sessions with your team, partners, and APAC leadership. Provide clear, data-driven reporting on team performance, pipeline health, and market trends. To be successful in this role you have: Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry. Sales leadership track record: 8 to 12+ years in B2B technology sales, including 3 to 5+ years leading a sales team with direct quota ownership. Consistent track record of building teams that deliver against new business targets in the enterprise or commercial SaaS segment. Channel and partner sales: Deep experience building and executing partner-led sales motions by co-selling with partners, managing partner-influenced pipeline, and driving partner accountability for revenue outcomes. Knows the difference between managing partners and selling through them. India enterprise market expertise: Strong understanding of India's enterprise technology landscape including major buying centres, procurement dynamics, key partner ecosystems (SIs, VARs, GSIs with India presence), and the competitive SaaS environment. Local network is a significant advantage. Industry vertical knowledge: Working knowledge across India's priority verticals: Financial Services (FSI), Manufacturing / Retail & Distribution (MRD), Technology / Media / Telecom (TMT), and Public Sector. Able to coach PSMs on vertical-specific positioning and to engage credibly with senior industry buyers. Enterprise SaaS platform fluency: Familiarity with enterprise SaaS platforms, ideally ServiceNow, Salesforce, SAP, or comparable workflow / ITSM / ERP solutions. Able to position platform value at business and IT decision-maker level and coach reps to do the same. People leadership and coaching: Demonstrated ability to hire, develop, and retain strong sales talent. Brings a structured coaching approach, uses deal reviews, call shadowing, and pipeline inspection to lift team performance. Creates an environment where PSMs are set up to succeed. Cross-functional leadership: Experienced at operating as a senior stakeholder in a matrixed organisation by aligning partner, marketing, pre-sales, and enablement resources around a common revenue goal. Influences without direct authority and builds trusted relationships across functions. AI fluency: Leverages AI tools to drive team productivity such as pipeline prioritisation, account research, deal coaching, and performance analysis. Able to articulate AI-powered product value to business buyers and coach the team to do the same. JV20 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 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. From Fortune. ©2025 Fortune Media IP Limited. All rights reserved. Used under license. 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.