Director of AMS Strategic Engagements, ServiceNow
Large Deal Pursuits
$178.1-293.7k
+ Variable/incentive compensation. Compensation is based on the geographic location in which the role is located and is subject to change based on work location
Cloud-based digital workflows for enterprises
Open for applications
Cloud-based digital workflows for enterprises
1001+ employees
Open for applications
$178.1-293.7k
+ Variable/incentive compensation. Compensation is based on the geographic location in which the role is located and is subject to change based on work location
1001+ employees
Company mission
To transform IT to revolutionise the enterprise.
Role
Who you are
- 9 + years of experience in the software industry
- 5 + years of consultative direct sales experience into Enterprise accounts, preferably selling SaaS and with progressive client-facing responsibilities
- Experience in Large Deal or Corporate Strategy/Business Development experience, supporting complex transactions such as M&A, IP Acquisition, Revenue Share Models, etc. a plus
- 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
What the job involves
- Reporting to the Vice President, Global Strategic Customers - Elevate, the mission of the Director - AMS Strategic Engagements (Large Deal Pursuits) is to drive ServiceNow’s long-term revenue growth and profitability through larger and more strategic transactions across our Americas business
- The leader will act as an in-region deal expert, responsible for driving end-to-end deal strategy, developing creative commercial structures, and leading complex negotiations for our most strategic deals
- The Director - AMS Strategic Engagements (Large Deal Pursuits) will help define and follow a consistent programmatic approach to help the regional sales organizations and cross-functional deal execution teams to close some of our most complex and strategic 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 larger deals successfully
- Become an expert in the contractual aspects of ServiceNow’s business, and be 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
- Drive large and complex strategic deals: validate and engage on opportunities where we intend to build > $10M+ NNACV opportunities, tracking deal progression, and escalating risks/needs to senior leaders as needed
- 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
- Measure of success:
- Large & complex closed deals > $10M +
- Customer Feedback & NPS
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
Few candidates hear
back within 2 weeks
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 values
- Win as a team
- Innovate and execute
- Stay hungry and humble
- Deliver customer success
Company HQ
Santa Clara, CA
Articles
Leadership
Fred Luddy
(Chairman Of The Board)Previously Software Developer at Amdahl Corporation for 4 years and CTO at Peregrine Systems for 13 years.
Diversity, Equity & Inclusion at ServiceNow
- Enabling and empowering our people: We use rich learning programmes to equip employees with inclusive mindsets and skills, and we build equitable processes across our entire talent ecosystem
- Engaging our communities and allies: We make space to listen, share openly and engage in respectful dialogue. We extend into our communities through civic engagement, digital literacy and non‑profit support
- Building diverse talent and hiring inclusively: We grow stronger together by developing and advancing individual talent and by improving representation at all levels.
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