Director - India Reseller Channel

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 p