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

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
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 lcomplex 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:

• 12 + years of experience in the software industry

• 5 + years of Large Deal or Corporate Strategy/Business Development experience, supporting complex transactions such as M&A, IP Acquisition, Revenue Share Models, etc.

• 5 + years of consultative direct sales experience into Enterprise accounts, preferably selling SaaS and with progressive client-facing responsibilities

• 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.
• Conversant in all emerging trends in IT and Business

• Demonstrated coaching and mentoring experience

• Team player of unquestionable integrity, credibility, and character

• Experience within a large organization; ability to quickly establish trust-based relationships internally to get support for customer sales objectives

• Strong leadership, problem solving, and decision-making abilities

• Ability to interface and negotiate with senior client executives

• Excellent presentation and communication skills

• Organizational and analytical skills

• International work experience

• Continuous improvement and growth mindset

Measure of success

• Customer Feedback & NPS

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.
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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