Overview Strategic Customer Engagements (Elevate) Director, ANZ — ServiceNow, Millers Point, New South Wales, Australia. Reporting to the AVP, APAC Strategic Engagements (Large Deal Pursuits), the mission of this role is to drive ServiceNow’s long-term revenue growth and profitability through larger and more strategic transactions across our ANZ business. The leader will act as an in-region deal expert, responsible for driving end-to-end deal strategy, developing creative commercial structures, and leading complex negotiations for our most strategic deals. The role will define and follow a consistent programmatic approach to help regional sales organizations and cross-functional deal execution teams close large, complex, and strategic deals. Responsibilities include collaborative account planning, out-quarter pipeline development, opportunity review cadences, deal coaching and choreography, and thought leadership, to maximize market opportunity and accelerate the sales cycle. The candidate will be expert in the contractual aspects of ServiceNow’s business, able to articulate value and structure long-term, multi-product agreements to enable presenting the right deal to the customer. The role contributes to continuous improvement efforts for the Strategic Engagements team and participates in ServiceNow’s overall transformation to establish the best Enterprise salesforce in the industry. Priorities & Responsibilities Drive large and complex strategic deals: validate and engage on opportunities where we intend to build > $5M NNACV opportunities, tracking deal progression, and escalating risks/needs to senior leaders as needed Champion all collaborative, integrated GTM activities for our Strategic Accounts, including account planning sessions, strategic pursuits, WIN Forums, review cadences or other GTM activities Drive big deal thinking and best practice sharing across the strategic engagements team (deal structures, operational opportunities, references and content on attractive themes like Digital Transformation or Artificial Intelligence) In partnership with the Account Executive, serve as a primary point of contact for the Customer from deal qualification through close Be the voice of the field sales to corporate to continually improve and ensure successful outcomes for our most strategic customers Represent ServiceNow in senior customer facing roles as sponsor, strategist and negotiator Qualifications 12 years of experience in the software industry 7 years of consultative direct sales experience into Enterprise accounts, preferably selling SaaS and with progressive client-facing responsibilities 5 years of selling experience within the ANZ market 2 years of Large Deal or Corporate Strategy/Business Development experience, supporting complex transactions such as M&A, IP Acquisition, Revenue Share Models, etc. Conversant in all emerging trends in IT and Business Demonstrated coaching and mentoring experience Team player of unquestionable integrity, credibility, and character Experience within a large organization; ability to quickly establish trust-based relationships internally to get support for customer sales objectives Strong leadership, problem solving, and decision-making abilities Ability to interface and negotiate with senior client executives Excellent presentation and communication skills Organizational and analytical skills International work experience Continuous improvement and growth mindset Measure of success Large & complex closed deals > $5M Customer Feedback & NPS Additional Information Work Personas: We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service. Equal Opportunity Employer ServiceNow is an equal 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. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements. Accommodations We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact globaltalentss@servicenow.com for assistance. Export Control Regulations For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities. J-18808-Ljbffr
