Sr Deal Desk Manager

ServiceNow•San Diego, CA

21h•Hybrid

About The Position

This role serves as a trusted advisor to the sales team, collaborating on pricing, product, and commercial terms for non-standard transactions. The Sr Deal Desk Manager is an extended member of the Sales Management Team and acts as an expert advisor on advanced deal structuring methods. This position establishes alignment between customer executives and ServiceNow, develops deal win themes/strategies, and leads deal structuring efforts for critical client engagements, including client-facing negotiation. The role involves owning and driving negotiations of complex deal financial structure, terms and conditions that affect revenue, legal, operations, and discounts, which are necessary to close strategic agreements with customers. It requires partnering with key functions to deliver outcomes aligned to client expectations and internal requirements, shifting the deal portfolio balance towards larger enterprise-wide agreements, and maintaining a deep understanding of regional account strategy and criteria for opportunity engagement. Additionally, the role aims to increase the competency of account teams by enabling them on deal structuring and negotiation skills and ensuring sales and negotiation strategies adhere to established discounting, legal, and revenue guidelines, policies, and standards.

Requirements

Experience in an international sales organization supporting a Sales team for a US/European HQ company
10+ years of experience in a, finance, deal desk, contracts, sales operations, or revenue role
Software / SaaS experience required
Minimum 10+ years of experience in a strategic contract negotiation roles with no less than 5 years in Negotiating complex strategic IT contracts in a SaaS environment
Collaborate with Customers and ServiceNow teams to identify mutually acceptable commercial options to facilitate deal closure
Demonstrated success with large complex commercial and legal negotiations working with procurement, legal, and business teams
Experience in face-to-face negotiation of IT contracts on behalf of large customers is a requirement
Ensure transactions comply with revenue recognition and business operational policies that meet company's margins and revenue growth goals
Strong business / commercial acumen with excellent communication skills - verbal and written coupled with the ability of developing and maintaining trusted relationships with Sales teams
Self-motivated and able to work under pressure; dependable with deliverables and deadlines, able to multi-task
BS, finance or MBA, Business Administration
A thorough understanding of the sales process and the ability to navigate and progress long, complex sales cycles
Self-motivated and able to work under pressure; dependable with deliverables and deadlines, able to multi-task
Flexible to work extended hours during peak periods

Nice To Haves

Flexible to work extended hours during peak periods

Responsibilities

Be the trusted advisor to the sales team, collaborating on pricing, product, and commercial terms for non-standard transactions
Acts as expert advisor on advanced deal structuring methods
Establishes alignment between customer executives and ServiceNow
Develops deal win themes/strategies
Lead deal structuring efforts for critical client engagements, including client facing negotiation
Own and drive negotiations of complex deal financial structure, terms and conditions that affect revenue, legal, operations, discounts etc that are necessary to close strategic agreements with customers
Partnering with key functions to deliver outcomes aligned to client expectations and internal requirements (e.g. revenue, legal etc…)
Shifting deal portfolio balance towards larger enterprise wide agreements with customers
Maintain deep understanding of regional account strategy and criteria for opportunity engagement
Increase the competency of account teams by enabling them on deal structuring and negotiation skills
Ensure sales and negotiation strategies adhere to established discounting, legal and revenue guidelines, policies and standards
Provide deal construct guidance to Sales & Sales Management, leveraging knowledge and experience from multiple products and packaging
Act as parallel approver for deals on which engaged
Liaise between Field Sales and Revenue Accounting on accounting close questions and cross functional team in multiple timezones
Train, Mentor and enable Field Sales team, Sales Operations Specialists on deal structuring principles, pricing and packaging