Complex Deal Strategies

Job Title: Complex Deal Strategies Complex Deal Strategies & Development (Elevate) Sr. Manager

ServiceNow makes work, work better for people. Our cloud-based enterprise platform and products streamline and simplify how work gets done. With more than 7,700+ customers, we serve approximately 85% of the Fortune 500, and we're proud to be one of FORTUNE 100 Best Companies to Work For and World's Most Admired Companies.

The Complex Deal Strategies & Development (Elevate) Senior Manager will join a team focused on driving high-impact global strategies that support ServiceNow's long-term revenue growth and profitability through larger and more strategic transactions at scale.

This role is both strategic and execution-oriented, blending structured innovation with high-impact customer engagement. The senior manager will partner closely with Elevate leadership, Field Sales, Corp Dev, our Innovation Office, and GTM teams to shape and accelerate large, complex opportunities before they enter the traditional sales cycle.

Key responsibilities include:

• Lead cross-functional efforts to define and mature partnership opportunities with long-term potential, bridging ideation and commercial execution.
• Identify, qualify, and shape large, complex deal opportunities before they reach the negotiation stage, working 24 quarters ahead to fill the pipeline with strategic growth bets.
• Create repeatable, scalable frameworks enabling faster execution on future complex motions.
• Define and operationalize a structured deal incubation process across cohorts of our most strategic customers.

Priorities & Responsibilities

Deal Development & Incubation

• Launch and lead special initiatives designed to deepen executive relationships and unlock net-new revenue streams.
• Conduct rigorous demand validation to ensure the commercial output aligns with customer needs and market realities, providing data-driven insights to refine deal strategies.
• Mobilize and orchestrate the ecosystem (internal and external partners) to facilitate smooth deal progression, ensuring all stakeholders are aligned and contributing effectively.

Impact

As a Complex Deal Strategies & Development (Elevate) Senior Manager, you will focus on advancing and operationalizing the future of strategic deal incubation, development, and execution. This role requires strong executive presence and communication skills, comfortable leading cross-functional initiatives and customer-facing interactions with C-level stakeholders.

The ideal candidate has 12+ years' experience in strategic deal development, business development, enterprise sales strategy, corporate strategy, or a similar function. Strong background in SaaS/enterprise software, with experience developing and executing large, complex commercial structures, is also required.

Additional Information

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories assigned to ServiceNow employees depending on the nature of their work and their assigned work location.

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.