Director, Strategic Deal Development
About The Position
Director, Strategic Deal DevelopmentRole SummaryThe Director, Strategic Deal Development is responsible for creating, shaping, and advancing proactive enterprise deal opportunities across ServiceNow's highest-impact motions. This role carries a global quota and is accountable for originating and progressing complex, transformational opportunities that require executive engagement, cross-functional orchestration, and deep platform-level storytelling.This role works in close partnership with the account teams to shape and progress complex, transformational opportunities, bringing deep platform expertise, executive-level deal orchestration, and access to strategic programs to support holistic customer transformation.Operating upstream of traditional sales motions, this role focuses on opportunities that cut across business units, require platform-level thinking, and benefit from intentional deal development beyond standard account execution.
Requirements
- Senior experience shaping and progressing large, complex enterprise deals
- Proven success in quota-carrying, outcome-driven roles
- 8-10 years of experience in the software industry
- 2 + years of Large Deal or Corporate Strategy/Business Development experience, supporting complex transactions such as M&A, IP Acquisition, Revenue Share Models, etc.
- Strong executive presence and comfort engaging C-suite stakeholders
- Deep understanding of platform-based enterprise selling
- Experience working across sales, consulting, value engineering, strategy, or transformation initiatives
- Ability to influence without authority and orchestrate global, cross-functional teams
- Comfort operating in ambiguity and building structure where none exists
Responsibilities
- Carry a global quota tied to the creation and progression of strategic and transformational deals.
- Own a defined portfolio of high-impact opportunities, driving them from early signal through late-stage pursuit and close.
- Act as the deal development owner for assigned opportunities, ensuring clarity, momentum, and executive alignment throughout the pursuit lifecycle.
- Proactively shape identified transformational opportunities across:o Office of the CEO-sponsored dealso Marquee accounts (top 75 global customers)o Inspire Value-led industry and use-case motionso Partner- and ecosystem-driven opportunities
- Develop cross-business-unit deal hypotheses that leverage the full ServiceNow platform, not isolated products.
- Lead strategic deal shaping, including transformation narrative, value hypothesis development, investment strategy, and sequencing of executive conversations.
- Orchestrate cross-functional teams and programs to support holistic deal development.
- Maintain deal momentum by identifying blockers, aligning stakeholders, and driving clear next steps at every stage.
- Serve as a credible transformation leader with customers, articulating the end-to-end ServiceNow platform story and its impact on operating models, outcomes, and enterprise value.
- Elevate conversations from point solutions to enterprise-wide transformation.
- Partner with internal executive sponsors to reinforce strategic messaging, urgency, and alignment
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
Number of Employees
5,001-10,000 employees
