Senior Director, ServiceNow
AMS Strategic Engagements (Large Deal Pursuits)
$216.6-357.4k
For positions in the Bay Area, plus equity (when applicable)
Cloud-based digital workflows for enterprises
Job no longer available
Cloud-based digital workflows for enterprises
1001+ employees
Job no longer available
$216.6-357.4k
For positions in the Bay Area, plus equity (when applicable)
1001+ employees
Company mission
To transform IT to revolutionise the enterprise.
Role
Who you are
- The Leader will be expert in the contractual aspects of ServiceNow’s business, and able to articulate value and structure complex, multi-product agreements to enable the right deal to be presented to the customer
What the job involves
- Reporting to the Vice President, Global Strategic Customers, the Senior Director, AMS Strategic Engagements (Large Deal Pursuits)'s mission is to drive ServiceNow’s long-term revenue growth and profitability through larger and more strategic transactions
- The leader will build and orchestrate teams through best practice in setting the deal structure and supporting negotiations, enabling full clarity for customers on the value they are receiving
- The Senior Director, AMS Strategic Engagements (Large Deal Pursuits) will follow a consistent and defined programmatic approach to help the regional sales organizations develop and close large, complex and strategic deals
- The role will utilize out-quarter pipeline development, collaborative account planning, Strategic Opportunity Reviews, deal coaching and choreography, thought leadership, ensuring all relevant parties are involved to maximize market opportunity and accelerate the sales cycle to close larger deals successfully
- The role also participates in ServiceNow’s overall transformation effort to establish the best Enterprise Salesforce in the industry
- Champion Collaborative Account Planning Sessions or Strategic Pursuits in collaboration with the Account Execs, Top Accounts team and Value/Inspire leaders
- Participate in the Strategic Deals cadence process for the company
- Drive big deal thinking, best practice sharing (deal structure, content relative to attractive themes like Digital Transformation, Employee Experience, references, etc.) and extended team collaboration
- Be the voice of the field sales to corporate to continually improve and ensure successful outcomes
- Drive large and complex strategic deals: validate and engage on opportunities where we intend to build > $10M+ opportunities, tracking the set of activities (Account Based Marketing, Account Development Workshop) and progress of the opportunities
- Represent ServiceNow in senior customer facing roles as executive sponsor, business strategist and negotiator
- 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
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.
Salary benchmarks
We don't have enough data yet to provide salary benchmarks for this role.
Submit your salary to help other candidates with crowdsourced salary estimates.
Share this job
View 151 more jobs at ServiceNow