Job Description

ROLE

As a Contracts Manager, you are instrumental in the growth of State and Local Government (SLG) business by providing essential management of contracts and distribution expertise on how to help sales teams sell through contract vehicles. You will be a critical part of the SLG go-to-market team consulting and collaborating with Sales Teams, Partners, Sales Operations, Deal Desk and Legal. This role manages ServiceNow’s terms and conditions within components of contracts in Partner or State and Local contracts.

WHAT YOU GET TO DO IN THIS ROLE:

• Roll up your sleeves and work with stakeholders to advise Field Sales and Sales Leadership on contract path(s) aligning to customers, partners, and programs upstream in the account life cycle
• Ensure compliance with public sector contracting vehicles and usage to ensure timely and accurate deal execution and revenue recognition
• Collaborate with Enablement to train and develop the Sales organization’s knowledge of buying processes and contracting vehicle requirements
• Work with our Alliances team to optimize contracts
• Evaluate inbound customer requests (RFx) and provide process guidance to sales
• Streamline and optimize contracting processes to support sales organization and business requirements with a consistent, repeatable process across deals that accelerates our speed-to-close
• Key contributor to sales planning activities upstream in GTM strategy, presales planning and deal reviews
• Function as the subject matter expert for contract inquiries from the field
• Lead projects to support go-to-market programs
• Advise during contract renewals and bids
• Manage contract database helping sales quickly identify contract information

Qualifications

TO BE SUCCESSFUL IN THIS ROLE YOU HAVE:

• Minimum 5 years’ experience in either:
  • Managing all aspects of contract compliance with State and Local Government customers
  • Interpreting and enforcing terms and conditions for a procurement group or Sourcing Management organization
  • Working in a public sector contract capacity with Channel Partners or in Management Consulting
• Deep understanding of governance of procurement contracts and ability to manage public sector procurement vehicles. Experience with government agencies is a plus.
• Knowledge of deal qualification, distribution, pricing strategies, prime contracts and SAAS model
• Effective at building relationships and working with across teams at all levels
• Superior communication skills
• Approach to compliance builds trust, seeks to understand and is conversational
• Work in a fast-paced, collaborative high growth environment where change is a constant and the operational processes are maturing
• Demonstrated operations management experience, including process improvements (systems, tools, and documentation) and working with enablement
• BS (Bachelor of Science) in Business, Finance, Paralegal, or related field
• PMP (Project Management Professional) and/or Contract Management certification

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.

All new employees hired in the United States are required to be fully vaccinated against COVID-19, subject to such exceptions as required by law. If hired, you will be required to submit proof of full vaccination or have an approved accommodation, by your start date. Visit our Candidate FAQ page to learn more.

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.

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WORK PERSONAS

Work personas are categories that are assigned to employees depending on the nature of their work. Employees will fall into one of three categories: Remote, Flexible or Required in Office. 

REQUIRED IN OFFICE

A required in office work persona is defined as an employee who is contracted to work from or aligned to a ServiceNow-affiliated office. This persona is required to work from their assigned workplace location 100% of the work week based on the business needs of their role.

FLEXIBLE 

A flexible work persona is defined as an employee who is contracted to work from or aligned to a ServiceNow-affiliated office and will work from their assigned workplace location roughly 3 days/week or less (generally around 40-60% of the work week). Flexible employees may choose to work the remaining working time from their workplace location or home. Flexible employees are required to work within their state, province, region, or country of employment.

REMOTE

A remote work persona is defined as an employee who performs their responsibilities exclusively outside of a ServiceNow workplace and is not contracted or aligned to a ServiceNow-affiliated office, including those whose place of work (pursuant to their terms and conditions of employment) is their home. Remote employees are required to work within their state, province, region, or country of employment.