Company Description
ServiceNow is making the world of work, work better for people. Our cloud-based platform and solutions deliver digital workflows that create great experiences and unlock productivity for employees and the enterprise. We're growing fast, innovating faster, and making an impact on our customers' and employees' lives in significant and important ways. With over 6,900 customers, we serve approximately 80% of the Fortune 500, and we're on the 2020 list of FORTUNE World's Most Admired Companies.®
We're looking for people who are ready to jump right in and help us build on our incredible momentum, our diverse, engaged workforce, and our purpose to make the world of work, work better.
Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.
Job Description
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.
We're disruptive. 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.
Reporting into the Vice President of Global Deal Management, this Sr. Director, Global Deal Desk Strategy & Policy will set the long-term vision of how the Deal Desk scales while developing the operational processes and best practices across our regional Deal Desk teams to realize that vision. This individual and their team are both thought leaders among the cross-functional teams of sales, legal, revenue, pricing, operations, and the product teams to facilitate efficiently scaling our go-to-market offerings and commercial deal structures.
Responsibilities:

• Build and develop a world-class team of deal desk experts focused on how Global Deal Desk optimizes our people, process, and systems for effective growth.
• Create, document, and deploy standardized processes, policies and workflows across the Global Deal Desk teams and relevant stakeholders.
• Provides subject matter expertise into key initiatives and programs such as NPI, Pricing programs, CPQ/CLM, acquisition integration, etc.
• Leads a cross-functional Global Deal Governance process to assess deal quality, trends, and opportunities. Builds reporting and enables the Sales leadership and user community to identify opportunities and actions plans. Builds consensus and executes against those plans.
• CPQ administration inclusive of deal scoring framework.
• Owns management of commercial terms. Develops usage analytics and recommends adjustments as business needs warrant.
• Benchmarks industry-wide Deal Desk functions for maturity assessment and development roadmap.
• Provides deal desk & field enablement and education. Working with regional Deal Desk leaders, creates and deploys global playbooks for consistent approaches to non-standard deal structuring.
• Identifies and implements process improvements to shorten deal close cycles, minimize risk and maximize revenue. Builds KPIs and measures to understand deal desk effectiveness, leads RCCA opportunities.
• Develop and share best practices with the worldwide team, ensuring adoption and standardization across regions

Qualifications

• 10+ years of broad experience across deals desk, sales finance, or sales operations in a SaaS environment.
• B.S. Business Administration or related field, MBA preferred.
• Proven experience successfully leading organizational change in a fast-paced environment.
• Thrives in establishing order. Process minded, curious and driven to create efficiency at scale and can bring others along in the journey.
• Strong cross-functional influencing and communication skills with an ability to successfully advocate for business requirements.
• A thorough understanding of SaaS deal structuring and sales process.
• Strong business acumen with excellent communication skills throughout all organizational levels.
• Understanding of GAAP accounting standards associated with SaaS revenue recognition.
• CPQ and CLM fluency with a bent towards looking for opportunities to leverage technology for scale.
• Familiarity with SaaS pricing and packaging models/strategies.

Additional Information
ServiceNow is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status or any other category protected by law.
If you 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 [email protected] for assistance.
For positions requiring access to technical data subject to export control regulations, including Export Administration Regulations (EAR), ServiceNow may have to obtain export licensing approval from the U.S. Government for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by the U.S. Government.
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