Job Description
Reporting to the AVP, APAC Strategic Engagements (Large Deal Pursuits), the mission of the Strategic Customer Engagements (Elevate) Director is to drive ServiceNow's long-term revenue growth and profitability through larger and more strategic transactions across our ASIA & KOREA 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 Strategic Customer Engagements (Elevate) Director will help define and follow a consistent programmatic approach to help the regional sales organizations and cross-functional deal execution teams to close large, 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 Strategic Customer Engagements (Elevate) Director will be expert in the contractual aspects of ServiceNow's business, and 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 $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
- Korean language capability will be an added advantage
