Job Description

ServiceNow is experiencing tremendous growth due to the market acceptance of our cloud-based Enterprise Service Management offering and we are seeking a proven and experienced leader to manage and scale our Global Deal Desk for our combined license and services business and our license compliance effort.

Reporting to the Head of Global Sales GTM, Operations, & Strategy, the ideal candidate will have experience leading organizations through a rapid growth/maturing phase, building operational processes and partnering with our sellers and senior Sales, Services and Operations leadership.

This role leads ServiceNow’s global Deal Desk, Proposals, and Use Verification Teams, working cross-functionally with key stakeholders (e.g. Finance, Sales Operations, Legal, Pricing, Product teams) to define and build scalable operating processes. It is essential for the selected candidate to effectively communicate their ideas and objectives to audiences at the most senior levels of the company and be a strategic advisor to the Sales and Services organization.

Key Responsibilities:

• Lead a global operating framework for deal support across subscription and services, increasing Sales velocity and effectiveness
• Accountable for deal structuring practices & policies that accelerate growth, improve sales velocity and ensure fair value for ServiceNow and customers
• Acts as senior customer facing escalation point and approval authority in commercial negotiations
• In addition to Deal Desk, this position leads ServiceNow’s Use Verification Team with accountability for the measurement and reporting of customer usage against contracted entitlements, including the operating model for reconciliation in the event of overuse, as well as the Proposal Services team accountable for the intake, creation, and response to all customer RFx requests throughout the bid process
• Enhance, track and report deal metrics and make recommendations to improve functional & financial performance
• Support the implementation of Sales productivity, planning and reporting efforts, as well as enterprise-wide transformation initiatives
• Partner with Sales to develop programs to enhance deal profitability and ensure ServiceNow’s interests are protected
• Operate at the highest levels of integrity and transparency and appropriately address any gaps in these areas
• Provide financial modeling and analysis as needed to support pricing, discount, and go-to-market investment decisions
• Build and develop a high performing global team

Qualifications

Experience/Competencies:

• 15+ years of Operations/Sales Operations/Finance management experience
• Bachelor’s in finance, accounting or adjacent field; MBA preferred
• In-depth knowledge of revenue recognition, particularly within ARR/subscription-based revenue models
• Proven success leading & scaling multi-discipline Operations teams
• Highly analytical, fact driven, process orientated, but comfortable challenging the status quo and setting new strategic/operational direction
• Experience in customer facing commercial negotiations in support of deal closure
• Experience managing the Sales cycle and structuring SaaS deals, especially those of significant value
• Thorough knowledge of advanced financial analysis tools and systems.
• Excellent verbal, written, and presentation communication skills
• Combination of strong intellect, creative problem solving, effective communication with colleagues and willingness to roll up sleeves to improve performance
• Strong business acumen, ideally in a software related environment
• A proven track record with leading and building a diverse, high performing team and creating a culture that enables a growth mindset
• Past global experience and multi-site strategy approach a plus

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 origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status or any other category protected by law.

At ServiceNow, we lead with flexibility and trust in our distributed world of work. Click here to learn about our work personas: flexible, remote and required-in-office.

If you require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at talent.acquisition@servicenow.com for assistance.

For positions requiring access to technical data subject to export control regulations, including Export Administration Regulations (EAR), ServiceNow may have to obtain export licensing approval from the U.S. Government for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by the U.S. Government.

Please Note: Fraudulent job postings/job scams are increasingly common. Click here to learn what to watch out for and how to protect yourself. All genuine ServiceNow job postings can be found through the ServiceNow Careers site.

From Fortune. © 2022 Fortune Media IP Limited All rights reserved. Used under license.

Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of, ServiceNow.