Director, Strategic Engagements – EMEA North

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

Director, Strategic Engagements – EMEA North
Reporting to the GVP, EMEA North

The Director of Strategic Engagements plays a pivotal role in designing and executing the EMEA North Customer Engagement Program. As a key member of the GVP’s office, you will lead the orchestration of high-impact executive engagements, ensuring every interaction with our top 50 enterprise customers is strategic, insightful, and flawlessly executed.

Key Responsibilities:

• Executive Engagement Leadership: Drive and manage all executive-level engagements across the top 50 enterprise accounts in EMEA North, including meetings with CEOs, CIOs, CDOs, and other C-suite stakeholders.
• Governance Cadence: Establish and maintain a structured cadence of executive governance for strategic customers, ensuring consistent and value-driven interactions.
• Meeting Preparation & Delivery: Own the end-to-end process for C-suite meetings—developing agendas, crafting business propositions, conducting customer business analysis, creating content, and driving execution of outcomes.
• Customer Intimacy & Strategic Partnership: Deepen relationships with key C-suite personas, positioning ServiceNow as a strategic partner and contributing to the region’s growth strategy.
• Cross-Functional Orchestration: Act as a connector across functions, aligning internal stakeholders to deliver best-in-class customer experiences.
• Action Tracking & Follow-Up: Capture key takeaways, assign and track action items, and ensure timely follow-up and resolution.
• Executive Sponsorship & Deal Championing: Ensure strong executive sponsorship and advocacy for strategic accounts, supporting deal progression and governance.
• Meeting Optimization: Collaborate with sales teams to enhance C-suite meeting effectiveness—ensuring timely briefing materials, clear follow-ups, and accountability for commitments.
• Leadership Representation: Represent or deputize for the GVP in executive meetings as needed.
• Deal Coaching & QBR Participation: Contribute to big deal reviews and quarterly business reviews (QBRs), providing insights and coaching aligned with customer agendas.
• Presentation Development: Prepare executive briefs and presentation materials for the GVP and yourself, tailored to each customer engagement.
• Stakeholder Collaboration: Work closely with big deal leaders and country managers to align on strategic priorities and customer engagement plans.

Qualifications

Key Deliverables:

• Volume and quality of C-suite engagements.
• Impactful meeting outcomes and contribution to deal acceleration.
• Strengthened strategic relationships and customer satisfaction.

Qualifications:

• 15–20 years of experience in sales or customer-facing leadership roles, with a strong track record of driving strategic deals.
• Exceptional organizational and prioritization skills, with the ability to manage short- and mid-term objectives.
• Meticulous attention to detail and a passion for excellence.
• Strong leadership and influencing capabilities across diverse stakeholder groups.
• Proven ability to foster collaboration, resolve conflicts, and drive cross-functional alignment.
• Customer-centric mindset with a problem-solving orientation.
• Strategic thinker with sharp business judgment and the ability to see the big picture.
• Executive presence with outstanding verbal and written communication skills (native or professional-level English).
• Comfortable navigating ambiguity and change in a fast-paced environment.
• High energy, strong work ethic, and disciplined execution.
• Passionate about process improvement and operational efficiency.
• Travel up to 30% of the time

Additional Information

Work Personas

We approach our distributed world of work with flexibility a