Full-Time Senior Director, Global Complex Deal Strategy & Development

Reporting to the Vice President, Global Deal Strategy and Development - Elevate, the mission of the Senior Director – Global Complex Deal Strategies and Development (Elevate) is to drive ServiceNow’s long-term revenue growth and profitability through more strategic transactions across our Americas business.

The leader will act as a global deal expert, responsible for driving end-to-end deal strategy, developing creative commercial structures, and leading complex negotiations for our most strategic deals.

The Senior Director – Global Complex Deal Strategies and Development (Elevate) will help define and follow a consistent programmatic approach to help the global sales organizations and cross-functional deal execution teams to close a targeted subset of complex deals.

Priorities & Responsibilities:

• Drive a targeted subset of complex strategic deals: validate and engage on opportunities where we intend to build opportunities, tracking deal progression, and escalating risks/needs to senior leaders as needed.
• Champion targeted, high-priority complex deals and systematically capture learnings from each engagement to develop and refine a repeatable process for future strategic transactions.
• Lead the transition process following deal closure, ensuring seamless handoff to the respective team for ongoing customer success.
• Demonstrate agility by quickly adapting strategies and approaches to meet evolving customer needs and dynamic market conditions, ensuring successful outcomes in complex deal environments.
• Champion all collaborative, integrated GTM activities for our Strategic Accounts.
• Drive big deal thinking and best practice sharing across the strategic engagements team.
• In partnership with the Account Executive, serve as a primary point of contact for the Customer from deal qualification through close.
• Represent ServiceNow in senior customer facing roles as sponsor, strategist and negotiator.

To be successful in this role you have:

• 12 + years of experience in the software industry.
• 5 + years of Large Deal or Corporate Strategy/Business Development experience.
• 5 + years of consultative direct sales experience into Enterprise accounts, preferably selling SaaS and with progressive client-facing responsibilities.
• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving.
• Conversant in all emerging trends in IT and Business.

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