Senior Director, AMS Strategic Customer Engagements, Major Areas - Elevate

Hiring Locations:

Addison – Atlanta – Autin – Boston – Chicago – Columbus – Dallas – Denver – Houston – Huntsville – Jersey City – Kirkland – Los Angeles – Minneapolis – Mountain View – Nasville – New York – Orlando – Philadelphia – Phoenix – Pleasnton – Portland – Releigh – San Diego – San Francisco – Santa Clara – Seattle – Vienna – Waltham – Washington, D.C. – West Palm Beach

Reporting to the AVP, AMS Strategic Engagements (Large Deal Pursuits) the AMS Strategic Customer Engagements, Major Areas – Elevate leader’s mission is to drive ServiceNow’s long-term revenue growth and profitability through larger and more strategic transactions across our US, Canada and LATAM business and aligned to assigned Major Area Leadership. The Major Area Leader will lead a small team of in-region deal experts in driving end-to-end deal strategy, developing creative commercial structures, and leading complex negotiations for our most strategic deals.

This leader will help define and follow a consistent programmatic approach to engaging with the AMS Major Area Leaders, regional sales organizations, and cross-functional deal execution teams to execute large, 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 ensure relevant parties are involved in the right way and at the right time to maximize market opportunity and accelerate the sales cycle to close larger deals successfully.

This leader will be an 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.

The role also participates in ServiceNow’s overall transformation effort to establish the best Enterprise salesforce in the industry.

Priorities & Responsibilities

Agree on resourcing and prioritization with the AMS GEO Chief of Staff, Business Operators, and SVPs.
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 both within the immediate team and across the Global team (deal structure, operational opportunities, content on attractive themes like Digital Transformation, Artificial Intelligence, references, etc.)
Be a voice on behalf of our sales teams to corporate, aiming to continually improve and ensure successful outcomes for our most strategic customers
Oversee team’s set of deal engagement; support the proactive prioritization of opportunities where we intend to build > $5M+ NNACV opportunities, track deal progression, and escalate risks/needs to senior leaders as needed
Develop team talent through hands-on coaching, growth conversations, and support
Represent ServiceNow in senior customer facing roles as executive sponsor, business strategist and negotiator
Measure of success

Growth % of large & complex closed deals > $5M+ NNACV/$15M+ NNTCV
Participation % of regional deal volume ($)
Customer Feedback & NPS
Qualifications
15 + years of experience in the software industry
10 + years of consultative direct sales experience into Enterprise accounts, preferably selling SaaS
5 + years of experience in a leadership/sales leadership role
2 + years of Large Deal or Corporate Strategy/Business Development experience, supporting complex transactions such as M&A, IP Acquisition, Revenue Share Models, etc.
Demonstrated coaching and mentoring experience
Excellent presentation and communication skills
Excellent knowledge of Sales Methodologies
Organizational and analytical skills
Experience within a large organization, ability to work in a matrixed environment
International work experience
Continuous improvement and growth mindset

For positions in this location, we offer a base pay of $203,490 – $335,790, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.