Director, AMS Strategic Engagements (Large Deal Pursuits)

Job Description

Overall Role

Reporting to the Vice President, Global Strategic Customers - Elevate, the mission of the Director - AMS Strategic Engagements (Large Deal Pursuits) is to drive ServiceNow’s long-term revenue growth and profitability through larger and more strategic transactions across our Americas 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 Director - AMS Strategic Engagements (Large Deal Pursuits) will help define and follow a consistent programmatic approach to help the regional sales organizations and cross-functional deal execution teams to close some of our most complex and strategic deals. The role will utilize 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 to close larger deals successfully. 

The Director - AMS Strategic Engagements (Large Deal Pursuits) will become an expert in the contractual aspects of ServiceNow’s business, and be able to articulate value and structure long-term, complex, multi-product agreements to enable presentation of the right deal to the customer. 

The role also contributes to continuous improvement efforts for the Strategic Engagements team and participates in ServiceNow’s overall transformation effort 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 > $10M+ 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

The Candidate:

• 9 + years of experience in the software industry 
• 5 + years of consultative direct sales experience into Enterprise accounts, preferably selling SaaS and with progressive client-facing responsibilities 
• Experience in Large Deal or Corporate Strategy/Business Development experience, supporting complex transactions such as M&A, IP Acquisition, Revenue Share Models, etc. a plus 
• 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 > $10M + 
• Customer Feedback & NPS 

For positions in this location, we offer a base pay of $178100-$293700, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs.