Global Complex Deal Strategy and Development (Elevate), Senior Director

Global Complex Deal Strategy and Development (Elevate), Senior Director

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

Reporting to the Vice President, Global Deal Strategy and Development - Elevate, the mission of the Senior Director Global Complex Deal Strategies and Development (Elevate) is to drive ServiceNow's long-term revenue growth and profitability through more strategic transactions across our Americas business. The leader will act as a global deal expert, responsible for driving end-to-end deal strategy, developing creative commercial structures, and leading complex negotiations for our most strategic deals.

The Senior Director Global Complex Deal Strategies and Development (Elevate) will help define and follow a consistent programmatic approach to help the global sales organizations and cross-functional deal execution teams to close a targeted subset of complex deals. The role will utilize collaborative account planning, out-quarter pipeline development, opportunity review cadences, deal coaching and choreography, and thought leadership, to maximize market opportunity and accelerate the sales cycle to close deals successfully.

The Senior Director Global Complex Deal Strategies and Development (Elevate) will be expert in the contractual aspects of ServiceNow's business, and able to articulate value and structure long-term, complex, multi-product agreements to enable presentation of the right deal to the customer.

The role also contributes to continuous improvement efforts for the Strategic Engagements team and participates in ServiceNow's overall transformation effort to establish the best Enterprise salesforce in the industry.

Priorities & Responsibilities

• Drive a targeted subset of complex strategic deals : validate and engage on opportunities where we intend to build opportunities, tracking deal progression, and escalating risks / needs to senior leaders as needed
• Champion targeted, high-priority complex deals and systematically capture learnings from each engagement to develop and refine a repeatable process for future strategic transactions.
• Lead the transition process following deal closure, ensuring seamless handoff to the respective team for ongoing customer success.
• Demonstrate agility by quickly adapting strategies and approaches to meet evolving customer needs and dynamic market conditions, ensuring successful outcomes in complex deal environments.
• Champion all collaborative, integrated GTM activities for our Strategic Accounts, including account planning sessions, strategic pursuits, WIN Forums, review cadences or other GTM activities
• Drive big deal thinking and best practice sharing across the strategic engagements team (deal structures, operational opportunities, references and content on attractive themes like Digital Transformation or Artificial Intelligence)
• In partnership with the Account Executive, serve as a primary point of contact for the Customer from deal qualification through close
• Be the voice of the field sales to corporate to continually improve and ensure successful outcomes for our most strategic customers
• Represent ServiceNow in senior customer facing roles as sponsor, strategist and negotiator

Qualifications

To be successful in this role you have :

Measure of success

For positions in this location, we offer a base pay of $213,000 - $383,400, plus equity (when applicable), variable / incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.