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

Company Description

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.

Job Description

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