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Senior Director, Deal Desk

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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.

Please Note: Fraudulent job postings/job scams are increasingly common. Click here to learn what to watch out for and how to protect yourself. All genuine ServiceNow job postings can be found through the ServiceNow Careers site.

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Technology we use

  • Engineering
    • JavaLanguages
    • JavascriptLanguages
    • ReactLibraries
    • Node.jsFrameworks
    • MariaDBDatabases
    • MongoDBDatabases
    • MySQLDatabases
    • PostgreSQLDatabases

Location

4400 Carillon Point, Floor 4, Kirkland, WA 98033

An Insider's view of ServiceNow

How would you describe the company’s work-life balance?

I am a working mom, and I appreciate the privilege of being able to work from home when I need to adjust my hours. I could be offline for two hours in the middle of the day because there's a school event for my kids. To be able to do so without the pressure of, "Oh my goodness! Now it's going to make me look bad," I don't take that for granted.

Kurdin

Manager, Strategy & Operations

What does your typical day look like?

I work in global cloud services and constantly collaborate with people–every day is different. I could be working on product design, collaborating with folks in other organizations, driving decisions, assessing technology, and talking with customers.

Bill

Distinguished Systems Architect

What does career growth look like on your team?

Since joining ServiceNow, I've built out my leadership team, and 60% are women. My goal for my team is to create opportunities and a platform to showcase the incredible impact that they're having on the business, whether that's having them lead a critical initiative with cross-functional visibility or present during a C-suite meeting.

Vanessa

President, ServiceNow.org

How do your team's ideas influence the company's direction?

In this expanding hybrid world, people conduct millions of transactions on a regular basis, creating more data and processes to manage. So, continuing to offer new solutions, while scaling to the expectations of the modern world, is a challenge we are excited to take on. We are driving new levels of productivity, automation, and innovation.

Pat

Chief Technology Officer

What are some things you learned at the company?

Sometimes, we feel a little self-conscious. We may feel intimated or too shy to share our points of view. But in order to make an impact, we need to be able to trust our voice.

Ying

Director, Product Design

What are ServiceNow Perks + Benefits

ServiceNow Benefits Overview

We make work better for people—including our own. From work environments that help us do our best work, to benefits and a culture that encourage employees to stay healthy, happy, engaged, and growing, we keep our people at the center of everything we do.

Culture
Volunteer in local community
Open door policy
Open office floor plan
Flexible work schedule
Remote work program
Diversity
Documented equal pay policy
Dedicated diversity and inclusion staff
Mandated unconscious bias training
Diversity manifesto
Mean gender pay gap below 10%
Diversity employee resource groups
Hiring practices that promote diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability insurance
Dental insurance
Vision insurance
Health insurance
Life insurance
Wellness programs
Financial & Retirement
401(K)
401(K) matching
Company equity
Employee stock purchase plan
Performance bonus
Charitable contribution matching
Child Care & Parental Leave Benefits
Childcare benefits
Generous parental leave
Family medical leave
Adoption Assistance
Vacation & Time Off Benefits
Unlimited vacation policy
Generous PTO
Paid volunteer time
Paid holidays
Paid sick days
Office Perks
Commuter benefits
Company-sponsored outings
Free snacks and drinks
Company-sponsored happy hours
Onsite office parking
Onsite gym
Professional Development Benefits
Tuition reimbursement
Lunch and learns
Promote from within
Mentorship program
Online course subscriptions available

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