Sr Deal Desk Manager

ServiceNow • Full-time • San Diego, California, United States • $166.10k - $244.80k / year • 2m ago

Company Description

It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.

Join us to put AI to work for people.

Job Description

What you get to do in this role:

Be the trusted advisor to the sales team, collaborating on pricing, product, and commercial terms for non-standard transactions
Is an extended member of Sales Management Team
Acts as expert advisor on advanced deal structuring methods
Establishes alignment between customer executives and ServiceNow
Develops deal win themes/strategies
Lead deal structuring efforts for critical client engagements, including client facing negotiation
Own and drive negotiations of complex deal financial structure, terms and conditions that affect revenue, legal, operations, discounts etc that are necessary to close strategic agreements with customers.
Partnering with key functions to deliver outcomes aligned to client expectations and internal requirements (e.g. revenue, legal etc…)
Shifting deal portfolio balance towards larger enterprise wide agreements with customers
Maintain deep understanding of regional account strategy and criteria for opportunity engagement
Increase the competency of account teams by enabling them on deal structuring and negotiation skills
Ensure sales and negotiation strategies adhere to established discounting, legal and revenue guidelines, policies and standards

Qualifications

To be successful in this role you have:

Experience in an international sales organization supporting a Sales team for a US/European HQ company.
10+ years of experience in a, finance, deal desk, contracts, sales operations, or revenue role; Software / SaaS experience required
Minimum 10+ years of experience in a strategic contract negotiation roles with no less than 5 years in Negotiating complex strategic IT contracts in a SaaS environment
Collaborate with Customers and ServiceNow teams to identify mutually acceptable commercial options to facilitate deal closure
Demonstrated success with large complex commercial and legal negotiations working with procurement, legal, and business teams
Experience in face-to-face negotiation of IT contracts on behalf of large customers is a requirement.
Ensure transactions comply with revenue recognition and business operational policies that meet company's margins and revenue growth goals
Provide deal construct guidance to Sales & Sales Management, leveraging knowledge and experience from multiple products and packaging
Act as parallel approver for deals on which engaged.
Liaise between Field Sales and Revenue Accounting on accounting close questions and cross functional team in multiple timezones
Train, Mentor and enable Field Sales team, Sales Operations Specialists on deal structuring principles, pricing and packaging
Strong business / commercial acumen with excellent communication skills - verbal and written coupled with the ability of developing and maintaining trusted relationships with Sales teams
Self-motivated and able to work under pressure; dependable with deliverables and deadlines, able to multi-task
BS, finance or MBA, Business Administration;
A thorough understanding of the sales process and the ability to navigate and progress long, complex sales cycles
Self-motivated and able to work under pressure; dependable with deliverables and deadlines, able to multi-task
Flexible to work extended hours during peak periods

For positions in this location, we offer a base pay of $166,100 - $244,800, 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. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

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, religion, sex, sexual orientation, national origin, age, disability, gender identity, 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.

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