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

ServiceNow•Santa Clara, CA

11d

About The Position

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.

Requirements

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

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