Description

Director, Deal Desk - Americas

Location: This position must sit in our Santa Clara, CA or Waltham, MA office.

ServiceNow is changing the way people work. With a service-orientation toward the activities, tasks and processes that make up day-to-day work life, we help the modern enterprise operate faster and be more scalable than ever before.

Wedisruptive. We work hard but try not to take ourselves too seriously. We are highly adaptable and constantly evolving. We are passionate about our product, and we live for our customers. We have high expectations and a career at ServiceNow means challenging yourself to always be better.

ServiceNow is currently seeking a highly driven Americas Deal Desk Director. This critical role is responsible for actively working with sales, legal, revenue, and other cross functional teams to facilitate deal closure efforts and ensure all commercial terms are correctly captured upon time of signature. The primary focus of this position is to assist the teams in structuring the most commercially viable business proposals for ServiceNow and our customers/prospects, while addressing the diverse needs of internal corporate customers, maximizing revenue, and helping increase the effectiveness and productivity of our sales teams. This role reports to the Senior Director, Global Sales Finance and is a true value-add partner and business liaison to the field sales organization for non-standard transactions.

What you get to do in this role:

• Partner with the AMS sales team to problem solve and structure strategic deals
• Actively participate in deal reviews with customers/prospects, sales teams, and management
• Cultivate internal relationships with all levels of the sales organization
• Act as a liaison, working cross functionally across multiple groups, such as revenue, legal, sales ops, order management, to help facilitate deal approvals/closure
• Identify and drive implementation of process improvements to support growth and scalability of the team
• Lead cross-geo deal desk initiatives such as develop of dashboards, metrics, and system capabilities to gain better visibility into deals
• Support business cases by doing modeling and analysis to support ROI, TCO, or ELA discussions
• Manage and develop the AMS deal desk team
• Drive ad hoc reporting and analysis for management

In order to be successful in this role, we need someone who has:

• 12+ years of experience in a deal desk, finance, revenue, contracts, and/or sales operations; software/Xaas experience required
• B.S. and/or MS in Business Administration; CPA or CMA certificate preferred but not required
• Leadership experience and demonstrated ability to manage teams, drive process, and develop a team of skilled individuals
• Understanding of GAAP accounting standards associated with revenue
• A thorough understanding of the sales process and the ability to navigate and progress long, complex sales cycles
• Strong business acumen with excellent communication skills rbal and written
• Adept at business partnering and working with cross functional teams, building meaningful business relationships along the way
• Self motivated and able to work under pressure; dependable with deliverables and deadlines, able to multi-task
• Able to adapt to a constantly changing environment; flexibility to work extended hours during peak periods

We provide competitive compensation, generous benefits and a professional atmosphere. This is a very collaborative and inclusive work environment where individuals strong on aptitude and attitude will have an opportunity to grow their professional careers through working with some of the most advanced technology and talented developers in the business.

ServiceNow is an Equal Employment 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, or veteran status. If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at (408) 501-8550, or [email protected] for assistance.