ServiceNow

Sr Deal Desk Manager

ServiceNow • $166K — $244K *
Santa Clara, CA 95054In-Person
Enterprise Technology
8 - 10 years of experience
Today
Be an Early Applicant
Job Overview by Ladders

Qualifications

  • 10+ years in finance, deal desk, contracts, sales operations, or revenue role; SaaS experience required.
  • 5+ years negotiating complex strategic IT contracts in a SaaS environment.
  • Proven experience in large commercial and legal negotiations.
  • Ability to collaborate effectively across teams to close deals.
  • Thorough understanding of the sales process and ability to navigate complex sales cycles.
  • Strong business acumen with excellent communication skills.
  • Bachelor's degree in finance or MBA in Business Administration.

Responsibilities

  • Collaborate with the sales team on pricing and commercial terms for non-standard transactions.
  • Act as a trusted advisor and expert on advanced deal structuring methods.
  • Lead negotiations on complex deal terms and financial structures.
  • Develop strategies and win themes for critical client engagements.
  • Align expectations between customer executives and ServiceNow.
  • Train and enable account teams on deal structuring and negotiation skills.
  • Shift focus towards larger enterprise agreements with clients.

Benefits

  • Comprehensive health plans including flexible spending accounts.
  • 401(k) with company match and employee stock purchase plan (ESPP).
  • Flexible time away plan and family leave programs.
  • Flexible work personas, allowing remote or hybrid arrangements.
Full Job Description
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.

About ServiceNow

ServiceNow provides cloud-based solutions that define, structure, manage, and automate services for enterprise operations in North America, Europe, the Middle East, Africa, the Asia Pacific, and other countries. The company offers service management solutions, including incident, problem, change, request, and cost management as well as service catalogs; and IT, HR, facilities, and field service management solutions. It also provides IT operations management solutions covering service mapping, delivery, and assurance solutions; business management solutions such as financial management, project portfolio suite, vendor performance management, and performance analytics as well as governance, risk, and compliance; and application development services.

ServiceNow Careers

Join the dynamic team at ServiceNow, a global leader in digital workflow solutions, where innovation and leadership converge to shape the future of work. At ServiceNow, we offer more than just job opportunities; we provide a platform for professional growth and a chance to be part of a culture that values diversity, creativity, and continuous learning.

Work You’ll Do

Embark on a career journey with ServiceNow and contribute to the world’s leading enterprises' digital transformation. Our team is at the forefront of developing cutting-edge technologies that improve how people work. With ServiceNow, you will use your skills to impact businesses and industries profoundly, driving efficiency and innovation.

Join Our Market-Leading Team

ServiceNow is not just another technology company. We are a team that thrives on diversity and leadership, fostering an inclusive environment that promotes growth and development. Our commitment to diversity training ensures that every team member can achieve their potential.

Innovative Work

ServiceNow is home to more than 10,000 dedicated professionals who lead the charge in digital workflows and enterprise solutions. As part of our team, you will engage in projects that merge technology with practical applications, creating revolutionary products that advance how services are delivered and managed.

Career Development

At ServiceNow, your career trajectory is filled with boundless opportunities. We support your growth with robust training programs, leadership development courses, and access to global challenges. Whether you are looking for an internship, full-time position, or leadership role, ServiceNow equips you with the tools to excel.

Be Part of a Great Team

Working at ServiceNow means being part of a community that values teamwork and innovation. Our collaborative environment encourages networking and sharing ideas, making our workplace vibrant and dynamic. The benefits of joining ServiceNow extend beyond comprehensive health and wellness; they include fostering professional connections and friendships that last a lifetime.

Explore Job Opportunities and Internships

Whether you’re a seasoned professional or a recent graduate, ServiceNow offers a range of employment options to suit your career goals. From internships that provide real-world experience to full-time positions that challenge you to leverage your expertise, we are committed to hiring the best talent.

Stay Connected

Join Our Team Search open positions that match your skills and interests. At ServiceNow, we look for passionate, curious, and solution-driven team players. Explore the possibilities that await you at a company that is committed to your professional success.

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ServiceNow Careers

Empowering professionals to achieve more, ServiceNow is where careers are future-proofed, and ambitions are realized. Join us in our journey of growth and innovation.
Learn more about ServiceNow
Size
16,881 employees
Market Cap
$76.5 billion
Industry
Information Technology
Net Income
$118.5 million
Founded
2004
5 Year Trend
+33.5%
Revenue
$4.5 billion
NASDAQ
NOW
* Ladders Estimates

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