Full-Time Strategic Customer Engagements Director
ServiceNow is hiring a remote Full-Time Strategic Customer Engagements Director. The career level for this job opening is Manager and is accepting New York, New York based applicants remotely. Read complete job description before applying.
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Reporting to the Vice President, Global Strategic Customers - Elevate, the mission of the Director - AMS Strategic Engagements 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 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.
Priorities & Responsibilities
- 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
To be successful in this role you have:
- 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