Sr Deal Desk Manager

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

*Must be located in PST time zone*

The Professional Services Deal Desk team is looking for a sales-centric, experienced Deal Desk Manager to orchestrate, develop and deliver compliant, cohesive and compelling SOWs, Proposals and other supporting materials for our Services Sales teams. You will partner closely with functions including Services Sales, Advisory, Delivery, Legal, Finance, Sales Operations and other groups. You will also be responsible for helping to maintain our content library, build the team, train our stakeholders, and both define and refine processes, procedures, standards and tools based on company and industry-standard best practices.

What you get to do in this role:

• Qualify requests, help define plan to estimate, to scope and to develop proposals
• Analyze customer needs and requirements and research ServiceNow and other various sources of information to compose custom and boilerplate business and technical content that effectively communicate the scope and value of our services
• Review customer-defined scope & requirements, as well as business, technical, legal, and financial requirements and develop the plan, outline, and timetable to deliver a compelling, compliant response
• Coordinate the information required to produce the SOWs, proposals and other materials, manage multiple projects at once to meet deadlines
• Manage the process of deliverable creation to support Implementation and Advisory engagements for our largest and most complex customers
• Work closely with various resources including but not limited to Services Sales, Advisory, Delivery, Legal, Finance Sales, Operations and other groups
• Create, collect, proofread, organize, format and review drafts and final editions of documents for readability and alignment with customer requirements and compliance with ServiceNow business and legal policies and practices
• Review documents and revisions with Service Sales team
• Prepare and participate in Deal Validation meetings for large SOWs, review SOW contents with participants and explain content. Manage updates as applicable
• Follow-up on opportunity progress and closing plans
• Collaborate with other team members as well as cross-functional subject matter experts to periodically review and update or retire PS processes, procedures, standards and tools
• Augment and manage knowledgebase to provide response content that includes only te most accurate and current company, software and services information
• Maintain / expand current knowledge of the platform via internal webinars, case study, training and all other resources available
• Provide mentoring to junior PS team members on company proposal processes and company/industry best practices
• Communicate with and train Services Sales, Architects, Advisors, Practice Directors and other cross-functional organizations on proposal best practices, policies, and processes/procedures
• Maintain accurate records of proposal submitted as well as drafts, approval, and other supporting documents

Qualifications

In order to be successful in this role, we need someone who has:

• The ability to comprehend, communicate, and cohesively orchestrate complex business, technical and legal requirements, information and materials
• The ability to build and maintain partnership with Sales and Delivery teams
• Superior writing, copy-editing, spelling, grammar, punctuation and style skills
• First-class professional and interpersonal communication skills for collaboration with various groups
• Excellent organization and time management skills to oversee simultaneously occurring projects, tasks and deadlines
• Ability to thrive and adapt creatively and successfully to constant change in a fast-paced and team-oriented sales environment
• Proven critical thinking and effective decision-making abilities
• Understanding of sales lifecycle/stages and outcomes
• Capable of working independently and in collaboration with remote resources to meet deadlines
• Able to comprehend, communicate and cohesively organize complex business, technical and legal concepts, informa