Senior Director - AMS Strategic Engagements

Company Description

At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you. 

With more than 7,700+ customers, we serve approximately 85% of the Fortune 500®, and we're proud to be one of FORTUNE 100 Best Companies to Work For® and World's Most Admired Companies™.

Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.

Unsure if you meet all the qualifications of a job description but are deeply excited about the role? We still encourage you to apply! At ServiceNow, we are committed to creating an inclusive environment where all voices are heard, valued, and respected. We welcome all candidates, including individuals from non-traditional, varied backgrounds, that might not come from a typical path connected to this role. We believe skills and experience are transferrable, and the desire to dream big makes for great candidates.

Job Description

Reporting to the Vice President, Global Strategic Customers - Elevate, the Senior Director - AMS Strategic Engagements 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 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 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.

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

Qualifications

Priorities & Responsibilities

• 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

For positions in New York City, we offer a base pay of <<ENTER RANGE HERE>> , 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.

• Large & complex closed deals > $10M +
• Customer Feedback & NPS

Additional Information

ServiceNow is an Equ