Manager, Renewal Sales - DOD & NSG

ServiceNow•Vienna, VA

17d•$115,150 - $190,050

About The Position

The Manager, Renewal Sales will manage the DOD and NSC (Department of Defense & National Security Group) Renewal Sales team, partnering with Geographic Enterprise Sales leadership and developing/managing processes to support the customer renewal process. You will also manage multiple Sales Area renewal process to maximize revenue growth for ServiceNow. Renewals are the life blood of a SaaS company's revenue stream and this leadership role will focus on the achievement of renewals targets while also not competing with the Enterprise Account Sales teams. The renewals sales organization is a support organization to the subscription Enterprise Account Representatives. What you get to do in this role: Partner with the AMS Renewals leaders to refine our renewals strategy, process, and engagement with AMS Sales teams Ensure that Renewal procedures are understood and implemented across the teams Manage the DOD and NSC renewal process to maximize revenue growth for ServiceNow and to achieve our sales/revenue goals Partner with DOD and NSC Sales leadership to ensure understanding of our go-to-market sales/renewals programs Provide role clarity for team members and link departmental goals to the larger organization Create summaries of performance metrics that help the DOD and NSC sales organization focus on renewals execution, customer success and account planning for the renewal Engage with the operations team to establish analysis of trends and performance to identify greater efficiencies and achieve operational excellence. Work with our Professional Services and Alliances/Channels team to increase growth and expansion through our partners Assist Sales or Renewals reps and leadership with renewals negotiations Lead plans to support renewals, working with Sales, Operations, Marketing, Customer Success and Finance Partner with broader Renewals organization to create global programs that ensure continued success of the renewals program and the team at large

Requirements

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.
7+ years of sales experience in Renewals Sales OR Sales Operations within software or solutions sales organization with experience selling to DOD and NSC (Department of Defense & National Security Group) customers is required
2+ years leading a sales team
Experience optimizing results based on financial knowledge and an operational mindset
Experience establishing trusted relationships with current and prospective clients and other teams
Experience driving customer success in a "win as a team" environment

Responsibilities

Partner with the AMS Renewals leaders to refine our renewals strategy, process, and engagement with AMS Sales teams
Ensure that Renewal procedures are understood and implemented across the teams
Manage the DOD and NSC renewal process to maximize revenue growth for ServiceNow and to achieve our sales/revenue goals
Partner with DOD and NSC Sales leadership to ensure understanding of our go-to-market sales/renewals programs
Provide role clarity for team members and link departmental goals to the larger organization
Create summaries of performance metrics that help the DOD and NSC sales organization focus on renewals execution, customer success and account planning for the renewal
Engage with the operations team to establish analysis of trends and performance to identify greater efficiencies and achieve operational excellence.
Work with our Professional Services and Alliances/Channels team to increase growth and expansion through our partners
Assist Sales or Renewals reps and leadership with renewals negotiations
Lead plans to support renewals, working with Sales, Operations, Marketing, Customer Success and Finance
Partner with broader Renewals organization to create global programs that ensure continued success of the renewals program and the team at large