Strategic Customer Engagements

Strategic Customer Engagements (Elevate) Director, Asia Role overview: Drive ServiceNow’s long-term revenue growth and profitability through large, strategic transactions across our Asia business. Act as an in-region deal expert responsible for end-to-end deal strategy, creative commercial structures, and leading complex negotiations for our most strategic deals. The Strategic Customer Engagements (Elevate) Director, Asia will help define and implement a consistent programmatic approach to support regional sales organizations and cross-functional deal execution teams to close large, complex, and strategic deals. The role uses collaborative account planning, out-quarter pipeline development, opportunity review cadences, deal coaching and choreography, and thought leadership to maximize market opportunity and accelerate the sales cycle to close larger deals successfully. The role is expert in the contractual aspects of ServiceNow’s business and can articulate value and structure long-term, multi-product agreements to enable presenting the right deal to the customer. It also contributes to continuous improvement efforts for the Strategic Engagements team and participates in ServiceNow’s overall transformation to establish the best Enterprise salesforce in the industry. Priorities & Responsibilities Drive large and complex strategic deals: validate and engage on opportunities where we intend to build > $5M+ NNACV opportunities, tracking deal progression, and escalating risks/needs to senior leaders as needed Champion all collaborative, integrated GTM activities for our Strategic Accounts, including account planning sessions, strategic pursuits, WIN Forums, review cadences or other GTM activities Drive big deal thinking and best practice sharing across the strategic engagements team (deal structures, operational opportunities, references and content on attractive themes like Digital Transformation or Artificial Intelligence) In partnership with the Account Executive, serve as a primary point of contact for the Customer from deal qualification through close Be the voice of the field sales to corporate to continually improve and ensure successful outcomes for our most strategic customers Represent ServiceNow in senior customer facing roles as sponsor, strategist and negotiator Qualifications 12 + years of experience in the software industry 7 + years of consultative direct sales experience into Enterprise accounts, preferably selling SaaS and with progressive client-facing responsibilities 5 + years of selling experience within the Asia market 2 + years of Large Deal or Corporate Strategy/Business Development experience, supporting complex transactions such as M&A, IP Acquisition, Revenue Share Models, etc. Conversant in all emerging trends in IT and Business Demonstrated coaching and mentoring experience Team player of unquestionable integrity, credibility, and character Experience within a large organization; ability to quickly establish trust-based relationships internally to get support for customer sales objectives Strong leadership, problem solving, and decision-making abilities Ability to interface and negotiate with senior client executives Excellent presentation and communication skills Organizational and analytical skills International work experience Continuous improvement and growth mindset Measure of success Large & complex closed deals > $5M + Customer Feedback & NPS Equal Opportunity Employer ServiceNow is an equal 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. 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 for assistance. #J-18808-Ljbffr