Position Overview
ServiceNow seeks an experienced Senior Manager to lead the combined Services and Subscription Deal Desk operations across the Asia Pacific region. This critical role bridges commercial operations, deal management, and strategic partnerships to enable large enterprise transactions and accelerate deal velocity. The successful candidate will drive operational excellence, manage complex deal scenarios, and partner closely with sales leadership and regional teams.
Key Responsibilities
- Own complex Services and Subscription transaction management across APAC, ensuring deals are structured correctly, terms are clearly defined, and execution timelines are met
- Oversee deal desk operations end-to-end: qualification, structuring, margin analysis, approval workflows, and documentation for enterprise agreements
- Drive deal velocity and customer value realization by providing strategic guidance on deal packaging, commercial terms, and bundled offerings
- Partner with sales leadership on high-stakes negotiations-pricing strategies, payment terms, scope trade-offs, and risk mitigation
- Manage Services Deal Desk functions: engagement models, statement of work (SOW) definition, resource planning, and professional services delivery alignment
- Manage Subscription Deal Desk functions: licensing structures, metering models, usage-based consumption scenarios, and term flexibility
- Build and maintain deal desk playbooks, approval matrices, and escalation procedures ensure consistent application across the region
- Analyze deal trends, margin patterns, and commercial performance provide actionable insights to regional leadership and CFO-level stakeholders
- Collaborate with legal, finance, and compliance teams on contract language, regulatory requirements, and risk governance
- Represent APAC deal desk interests in projects, programs and cross-functional initiatives champion process improvements and tool enablement
Qualifications
Required Qualifications
- 12+ years of experience in deal management, commercial operations, or sales operations roles, with demonstrated progression to senior/management level
- Deep expertise in both Services and Subscription commercial models experience with usage-based pricing, metering, and flexible licensing arrangements
- Strong understanding of large enterprise deal dynamics, including multi-product bundles, long-term contracts, and complex negotiations
- Advanced proficiency in financial analysis: deal margin modeling, NPV calculations, and commercial impact assessment
- Excellent stakeholder management skills ability to influence sales leadership, C-suite finance, and cross-functional partners
- Experience in the software/SaaS industry, with familiarity with enterprise sales cycles and licensing models
- APAC regional experience preferred familiarity with market dynamics, regulatory environments, and localization requirements across major APAC markets
Preferred Qualifications
- Experience at ServiceNow or similar enterprise platform vendors (Salesforce, Oracle, SAP, Microsoft)
- Exposure to AI Native pricing models, consumption-based packaging, or modern software licensing strategies
- Experience with deal desk tools (Looker, Salesforce, custom analytics platforms) and process automation
- Track record of process optimization implemented deal desk workflows, templates, or approval automations that drove measurable improvements
- Familiarity with partner-enabled deal structures (reseller, co-sell, hyperscaler, managed service providers)
