Senior Director, AMS Major Area Leader - Strategic Customer Engagements (Elevate)

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 AVP, AMS Strategic Engagements (Large Deal Pursuits) the  AMS Major Area Leader Strategic Engagements (Large Deal Pursuits) mission is to drive ServiceNow’s long-term revenue growth and profitability through larger and more strategic transactions across our US, Canada and LATAM business and aligned to assigned Major Area Leadership. The Major Area Leader will lead a small team of in-region deal experts in driving end-to-end deal strategy, developing creative commercial structures, and leading complex negotiations for our most strategic deals.

The Major Area Leader Strategic Engagements (Large Deal Pursuits) will help define and follow a consistent programmatic approach to engaging with the AMS Major Area Leaders, regional sales organizations, and cross-functional deal execution teams to execute large, complex, and strategic deals.  The role will utilize collaborative account planning, out-quarter pipeline development, opportunity review cadences, deal coaching and choreography, and thought leadership, to ensure relevant parties are involved in the right way and at the right time to maximize market opportunity and accelerate the sales cycle to close larger deals successfully.

The Major Area Leader Strategic Engagements (Large Deal Pursuits) will be expert in the contractual aspects of ServiceNow’s business, and able to articulate value and structure complex, multi-product agreements to enable the right deal to be presented to the customer.

The role also participates in ServiceNow’s overall transformation effort to establish the best Enterprise salesforce in the industry.

Priorities & Responsibilities

• Agree on resourcing and prioritization with the AMS GEO Chief of Staff, Business Operators, and SVPs.
• 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 both within the immediate team and across the Global team (deal structure, operational opportunities, content on attractive themes like Digital Transformation, Artificial Intelligence, references, etc.)
• Be a voice on behalf of our sales teams to corporate, aiming to continually improve and ensure successful outcomes for our most strategic customers
• Oversee team’s set of deal engagement; support the proactive prioritization of opportunities where we intend to build > $5M+ NNACV opportunities, track deal progression, and escalate risks/needs to senior leaders as needed
• Develop team talent through hands-on coaching, growth conversations, and support
• Represent ServiceNow in senior customer facing roles as executive sponsor, business strategist and negotiator

Measure of success                                                                                                         

• Growth % of large & complex closed deals > $5M+ NNACV/$15M+ NNTCV
• Participation % of regional deal volume ($)
• Customer Feedback & NPS

Qualifications

• 15 + years of experience in the software industry
• 10 + years of consultative direct sales experience into Enterprise accounts, preferably selling SaaS
• 5 + years of experience in a leadership/sales leadership role
• 2 + years of Large Deal or Corporate Strategy/Business Development experience, supporting complex transactions such as M&A, IP Acquisition, Revenue Share Models, etc.
• Demonstrated coaching and mentoring experience
• Excellent presentation and communication skills
• Excellent knowledge of Sales Methodologies
• Organizational and analytical skills
• Experience within a large organization, ability to work in a matrixed environment
• International work experience
• Continuous improvement and growth mindset

For positions in this location, we offer a base pay of $203,490 - $335,790, 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 globaltalentss@servicenow.com 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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