Senior Deal Desk Manager

Company Description
ServiceNow is making the world of work, work better for people. Our cloud‑based platform and solutions deliver digital workflows that create great experiences and unlock productivity for employees and the enterprise. We're growing fast, innovating faster, and making an impact on our customers' and employees' lives in significant and important ways. With over 6,900 customers, we serve approximately 80% of the Fortune 500, and we're on the 2020 list of FORTUNE World's Most Admired Companies.®

We’re looking for people who are ready to jump right in and help us build on our incredible momentum, our diverse, engaged workforce, and our purpose to make the world of work, work better.

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

This position reports to: Director - APJ Global Deal Management

ServiceNow is changing the way people work. With a service-orientation toward the activities, tasks and processes that make up day-to-day work life, we help the modern enterprise operate faster and be more scalable than ever before.

We’re disruptive. We work hard but try not to take ourselves too seriously. We are highly adaptable and constantly evolving. We are passionate about our product, and we live for our customers. We have high expectations and a career at ServiceNow means challenging yourself to always be better.

Responsibilities:

• Be the trusted advisor to the sales team, collaborating on pricing, product, and commercial terms for non-standard transactions
• Is an extended member of Sales Management Team
• Acts as expert advisor on advanced deal structuring methods
• Establishes alignment between customer executives and ServiceNow
• Develops deal win themes/strategies
• Lead deal structuring efforts for critical client engagements, including client facing negotiation
• Own and drive negotiations of complex deal financial structure, terms and conditions that affect revenue, legal, operations, discounts etc that are necessary to close strategic agreements with customers.
• Partnering with key functions to deliver outcomes aligned to client expectations and internal requirements (e.g. revenue, legal etc )
• Shifting deal portfolio balance towards larger enterprise wide agreements with customers
• Maintain deep understanding of regional account strategy and criteria for opportunity engagement
• Increase the competency of account teams by enabling them on deal structuring and negotiation skills

• Ensure sales and negotiation strategies adhere to established discounting, legal and revenue guidelines, policies and standards
  Qualifications
  In order to be successful in this role, we need someone who has:

• Experience in an international sales organization supporting a Sales team for a US/European HQ company.

• 10+ years of experience in a, finance, deal desk, contracts, sales operations, or revenue role; Software / SaaS experience required
• Minimum 10+ years of experience in a strategic contract negotiation roles with no less than 5 years in Negotiating complex strategic IT contracts in a SaaS environment
• Collaborate with Customers and ServiceNow teams to identify mutually acceptable commercial options to facilitate deal closure
• Demonstrated success with large complex commercial and legal negotiations working with procurement, legal, and business teams
• Experience in face-to-face negotiation of IT contracts on behalf of large customers is a requirement.
• Ensure transactions comply with revenue recognition and business operational policies that meet company's margins and revenue growth goals
• Provide deal construct guidance to Sales & Sales Management, leveraging knowledge and experience from multiple products and packaging
• Act as parallel approver for deals on which engaged.
• Liaise between Field Sales and Revenue Accounting on accounting close questions and cross functional team in multiple timezones
• Train, Mentor and enable Field Sales team, Sales Operations Specialists on deal structuring principles, pricing and packaging
• Strong business / commercial acumen with excellent communication skills - verbal and written coupled with the ability of developing and maintaining trusted relationships with Sales teams
• Self-motivated and able to work under pressure; dependable with deliverables and deadlines, able to multi-task
• BS, finance or MBA, Business Administration;
• A thorough understanding of the sales process and the ability to navigate and progress long, complex sales cycles
• Self-motivated and able to work under pressure; dependable with deliverables and deadlines, able to multi-task
• Flexible to work extended hours during peak periods
• Occasional travel may be required
  Additional Information
  ServiceNow is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national