Sr. Director

**Company Description**
At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you.

With more than 7,400+ customers, we serve approximately 80% of the Fortune 500, and we're on the 2021 list of FORTUNE World's Most Admired Companies®.

Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.

**Job Description** What you get to do in this role**:
Reporting to the Vice President, Strategic Deals the **Deal Leader’s** mission is to drive ServiceNow’s long-term revenue growth and profitability through larger and more strategic transactions. The leader will build and orchestrate teams through best practice in setting the deal structure and supporting negotiations, enabling full clarity for customers on the value they are receiving.

The **Deal Leader** will follow a consistent and defined programmatic approach to help the regional sales organizations develop and close large, complex and strategic deals. The role will utilize out-quarter pipeline development, collaborative account planning, Strategic Opportunity Reviews, deal coaching and choreography, thought leadership, ensuring all relevant parties are involved to maximize market opportunity and accelerate the sales cycle to close larger deals successfully.

The Deal Leader will be expert in the contractual aspects of ServiceNow’s business, and able to articulate value and structure complex, multi-product agreements to enable the right deal to be presented to the customer.

The role also participates in ServiceNow’s overall transformation effort to establish the best Enterprise salesforce in the industry.

**Qualifications** Priorities & Responsibilities**
- Champion Collaborative Account Planning Sessions or Strategic Pursuits in collaboration with the Account Execs, Top Accounts team and Value/Inspire leaders.
- Participate in the Strategic Deals cadence process for the company
- Drive big deal thinking, best practice sharing (deal structure, content relative to attractive themes like Digital Transformation, Employee Experience, references, etc.) and extended team collaboration
- Be the voice of the field sales to corporate to continually improve and ensure successful outcomes
- Drive large and complex strategic deals: validate and engage on opportunities where we intend to build > $10M+ opportunities, tracking the set of activities (Account Based Marketing, Account Development Workshop) and progress of the opportunities.
- Represent ServiceNow in senior customer facing roles as executive sponsor, business strategist and negotiator

**Measure of success**
- Large & complex closed deals > $10M +
- Customer Feedback & NPS

**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.

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**Work personas**

Work personas are categories that are assigned to employees depending on the nature of their work. Employees will fall into one of three categories: Remote, Flexible or Required in Office.

**Required in Office**

A required in office work persona is defined as an employee who is contracted to work from or aligned to a ServiceNow-affiliated office. This persona is required to work from their assigned workplace location 100% of the work week based on the business needs of their role.

**Flexible**

A flexible work persona is defined as an employee who is contracted to work from or aligned to a ServiceNow-affiliated office and will work from their assigned workplace location roughly 3 days/week or less (generally around 40-60% of the work week). Flexible employees may choose to work the remaining working time from their workplace location or home. Flexible employees are required to work within their state, province, region, or country of employment.

**Remote**

A remote work persona is defined as an employee who performs their responsibilities exclusively outside of a ServiceNow workplace and