Strategic Accounts Director, ServiceNow
Deal Desk
$173.1-302.9k
Cloud-based digital workflows for enterprises
Job no longer available
Cloud-based digital workflows for enterprises
1001+ employees
Job no longer available
$173.1-302.9k
1001+ employees
Company mission
To transform IT to revolutionise the enterprise.
Role
Who you are
- 10+ years of broad experience across sales, deals desk, finance, legal, sales operations, or revenue; SaaS and Professional Services experience required
- Education commensurate to the role; advanced accounting or finance certification preferred but not required
- Proven experience building and developing motivated, independent, solution-oriented teams
- A thorough understanding of SaaS and professional services sales process and the ability to navigate and progress long, complex sales cycles
- Strong business acumen with excellent communication skills throughout all organizational levels
- Comfortable with and well recognized for taking complex, unstructured situations and leading the room (both customer and internal) in gaining clarity, understanding and agreement
- Expert customer facing negotiation and partnering skills to understand customer needs and tailor an optimal solution for all parties
- Keen understanding of global accounting standards associated with revenue recognition
- Infrequent travel may be required
What the job involves
- ServiceNow is currently seeking a highly collaborative and solution-oriented Deal Desk leader to partner with our Strategic Accounts sales organization
- As a trusted advisor to the sales team, this individual not only works to ensure our most complex deals are structured and closed in a timely manner, but also acts as a thought leader among cross-functional teams to develop and scale new and innovative commercial processes and solutions to delight both our sales teams and ServiceNow’s most critical customers
- Acts as interlock between the Global Deal Desk and Strategic Accounts Sales
- Develops and scales Strategic Accounts deal engagement framework inclusive of pipeline visibility, intake, and management to ensure proactive deal desk coverage early in sales cycle
- Manages key deals as the Deal Desk lead. Actively leads or participates in deal reviews and negotiations with prospects, customers, sales teams, and management
- Engages global deal desk team in a matrix environment to ensure deals are structured and closed in a timely manner, maximizing value for both ServiceNow and the customer
- Influences and shapes optimal Deal Desk org structure to support Strategic Accounts
- Provides deal shaping guidance and maintains approval authority for Strategic Accounts deal structures and highest level pricing, ensuring a fair exchange of value for both ServiceNow and its customers
- Work with senior leadership across functional disciplines to develop effective, scalable deal structuring solutions that align with Strategic Accounts customer requirements and business strategies
Our take
ServiceNow provides cloud-based solutions that define, structure, manage, and automate services for enterprise operations, transforming old, manual ways of working into modern digital workflows. The company was founded in 2004 with a vision to build a cloud-based platform that would enable regular people to route work effectively through the enterprise.
Much as Salesforce enables a company to manage its external clients by keeping a record of all contacts and interactions, ServiceNow promises an internal system to meet the needs of employees. It has succeeded in claiming half the market, setting itself apart from legacy IT service-management software players like BMC Software, Hewlett Packard Enterprise, Cherwell Software and CA Technologies.
The company's success comes from two product traits: simplicity and customisability. ServiceNow's IT tools don't require the IT department to set them up. Once running, they offer a single collection centre for requests, data points and checklists, all of which can in turn be analysed by algorithms to predict needs, flag concerns and measure efficiency.
The company has more than 7500 customers, including 80% of the Fortune 500 list of the United States' largest corporations. ServiceNow now looks to increase its revenue threefold in upcoming years and has entered into a 5-year partnership plan with Visa, beginning with the launch of a Visa-integrated dispute resolution solution for issuers. The company is prioritising organic growth over mergers and acquisitions, with a target revenue of $15 billion, something which its Visa partnership will no doubt aid in achieving.
Freddie
Company Specialist at Welcome to the Jungle
Insights
16% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Mar 2012
$11m
GROWTH EQUITY VC
Feb 2012
$17.9m
GROWTH EQUITY VC
Total funding: $83.8m
Company benefits
- Commuter benefits
- Annual learning stipends
- Work from home opportunities
- Generous family leave
- Matched donations
- Flexible PTO
- 401(k) matching
- Paid volunteer time
Company HQ
Santa Clara, CA
Leadership
Fred Luddy
(Founder & Chairman Of The Board)Previously Software Developer at Amdahl Corporation for 4 years and CTO at Peregrine Systems for 13 years.
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