Sr Deal Desk Manager

ServiceNow•San Diego, CA

1d•$166,100 - $244,800•Hybrid

About The Position

This role involves being a trusted advisor to the sales team, collaborating on pricing, product, and commercial terms for non-standard transactions. The Sr Deal Desk Manager will act as an extended member of the Sales Management Team and serve as an expert advisor on advanced deal structuring methods. The position requires establishing alignment between customer executives and ServiceNow, developing deal win themes/strategies, and leading deal structuring efforts for critical client engagements, including client-facing negotiation. The role also entails owning and driving negotiations of complex deal financial structures, terms, and conditions that affect revenue, legal, and operations, to close strategic agreements with customers. This involves partnering with key functions to deliver outcomes aligned with 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 focuses on increasing 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
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
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

Responsibilities

Be the trusted advisor to the sales team, collaborating on pricing, product, and commercial terms for non-standard transactions
Act as expert advisor on advanced deal structuring methods
Establish alignment between customer executives and ServiceNow
Develop 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
Partner with key functions to deliver outcomes aligned to client expectations and internal requirements (e.g. revenue, legal etc…)
Shift 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