VP, Operations - Global Deals Desk
Company Description
ServiceNow is making the world of work, work better for people. Our cloud‑based platform and solutions deliver digital workflows that create great experiences and unlock productivity for employees and the enterprise. We're growing fast, innovating faster, and making an impact on our customers' and employees' lives in significant and important ways. With over 6,900 customers, we serve approximately 80% of the Fortune 500, and we're on the 2020 list of FORTUNE World's Most Admired Companies.®
We're looking for people who are ready to roll up their sleeves and help us build on our incredible momentum, our diverse, engaged workforce, and our purpose to make the world of work, work better.
Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.
Job Description
The Role
ServiceNow is experiencing tremendous growth due to the market acceptance of our cloud-based Enterprise Service Management offering and we are seeking a proven and experienced leader to manage and scale our Global Deal Desk for our combined license and services business and our license compliance effort.
Reporting to the SVP, Global Operations, the ideal candidate will have experience leading organizations through a rapid growth/maturing phase, building operational processes and partnering with our sellers and senior Sales, Services and Operations leadership.
The VP, Operations – Deal Desk & Compliance must work cross-functionally with other groups (e.g. FP&A, Accounting, Sales Operations, Legal) to define and build scalable operating processes. It is essential for the selected candidate to effectively communicate her/his ideas and objectives to audiences at the most senior levels of the company and be a strategic advisor to the Sales and Services organization.
Key Responsibilities
· Lead a global operating framework for deal support across subscription and services, increasing Sales velocity and effectiveness
· Accountable for deal structuring practices & policies that accelerate growth, improve sales velocity and ensure fair value for ServiceNow and customers
· Acts as senior customer facing escalation point and approval authority in commercial negotiations
· In addition to the Deal Desk and Compliance teams, also leads Proposal Services team accountable for the intake, creation and response to all customer RFx requests throughout the bid process.
· Enhance, track and report deal metrics and make recommendations to improve functional & financial performance
· Support the implementation of Sales productivity, planning and reporting efforts, as well as enterprise-wide transformation/CTB initiatives
· Partner with Sales to develop programs to enhance deal profitability and ensure ServiceNow’s interests are protected
· Operate at the highest levels of integrity and transparency and appropriately address any gaps in these areas
· Provide financial modeling and analysis as needed to support pricing, discount, and go-to-market investment decisions
Qualifications
Experience/Competencies
· 15+ years of Operations/Sales Operations/Finance management experience
· Bachelor’s in finance, accounting or adjacent field; MBA preferred
· In-depth knowledge of revenue recognition, particularly within ARR/subscription-based revenue models
· Proven success leading & scaling multi-discipline Operations teams
· Highly analytical, fact driven, process orientated, but comfortable challenging the status quo and setting new strategic/operational direction
· Experience in customer facing commercial negotiations in support of deal closure
· Experience managing the Sales cycle and structuring deals, especially those of significant value
· Thorough knowledge of advanced financial analysis tools and systems.
· Excellent verbal, written, and presentation communication skills
· Combination of strong intellect, creative problem solving, effective communication with colleagues and willingness to roll up sleeves to improve performance
· Strong business acumen, ideally in a software related environment
· A proven track record with leading and building a diverse, high performing team and creating a culture that enables a growth mindset
· Past global experience and multi-site strategy approach a plus
Additional Information
ServiceNow is an Equal Employment 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.
If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at +1 (408) 501-8550, or [email protected] for assistance.
For positions requiring access to technical data subject to export control regulations, including Export Administration Regulations (EAR), ServiceNow may have to obtain export licensing approval from the U.S. Government for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by the U.S. Government.