[Remote] AMS Strategic Engagements (Large Deal Pursuits at ServiceNow

Santa Clara, California, United States

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, Software, SaaSIndustries

Requirements

Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving (e.g., using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI’s potential impact on the function or industry)
9+ years of experience in the software industry
5+ years of consultative direct sales experience into Enterprise accounts, preferably selling SaaS and with progressive client-facing responsibilities
Experience in Large Deal or Corporate Strategy/Business Development

Responsibilities

Drive large and complex strategic deals: validate and engage on opportunities where we intend to build > $10M+ NNACV opportunities, tracking deal progression, and escalating risks/needs to senior leaders as needed
Champion all collaborative, integrated GTM activities for 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
Drive ServiceNow’s long-term revenue growth and profitability through larger and more strategic transactions across the Americas business
Act as an in-region deal expert, responsible for driving end-to-end deal strategy, developing creative commercial structures, and leading complex negotiations for the most strategic deals
Help define and follow a consistent programmatic approach to help regional sales organizations and cross-functional deal execution teams close complex and strategic deals
Utilize 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
Become an expert in the contractual aspects of ServiceNow’s business and articulate value and structure long-term, complex, multi-product agreements
Contribute to continuous improvement efforts for the Strategic Engagements team and participate in ServiceNow’s overall transformation effort to establish the best Enterprise salesforce

Skills

Key technologies and capabilities for this role

Deal StrategyCommercial StructuringComplex NegotiationsAccount PlanningPipeline DevelopmentSales CoachingContractual ExpertiseMulti-Product Agreements

Questions & Answers

Common questions about this position

Is this position remote?

Yes, the position is remote.

What is the salary range for this role?

This information is not specified in the job description.

What are the key responsibilities for this role?

The role involves driving large and complex strategic deals over $10M+ NNACV, championing collaborative GTM activities for strategic accounts, and driving big deal thinking and best practices across the team.

What is the company culture like at ServiceNow?

ServiceNow emphasizes innovation, transformation, and making the world work better, with a collaborative approach to sales and a focus on continuous improvement and establishing the best Enterprise salesforce.

What experience makes a strong candidate for this position?

Strong candidates will have expertise in driving end-to-end deal strategy for complex, large-scale transactions, leading negotiations, and experience with strategic account planning and deal execution in enterprise sales.

ServiceNow

Cloud-based platform for digital workflows

About ServiceNow

ServiceNow offers a cloud-based platform that helps businesses automate and manage their operations, improving efficiency and enhancing customer and employee experiences. The Now Platform includes applications for IT operations, customer service, human resources, and security operations, all accessible over the internet. Targeting large enterprises across various industries, ServiceNow operates on a software-as-a-service (SaaS) model, generating revenue through subscription fees and professional services. The company's goal is to streamline business processes and drive digital transformation for its clients.

Santa Clara, CaliforniaHeadquarters

2004Year Founded

$81.5MTotal Funding

IPOCompany Stage

Consulting, Consumer Software, Enterprise SoftwareIndustries

10,001+Employees

Benefits

Generous family leave

Flexible PTO

Matched Donations

Retirement benefits

Annual learning stipends

Paid volunteer time

Risks

Competitors like Nvidia and Google Cloud may outpace ServiceNow in AI advancements.

Over-reliance on AWS infrastructure could pose risks if AWS changes its strategy.

The departure of Era Software's co-founder may lead to strategic shifts within ServiceNow.

Differentiation

ServiceNow's Now Platform offers comprehensive digital workflow solutions across multiple business functions.

The company focuses on large enterprises, providing tailored solutions for diverse industries.

ServiceNow's SaaS model ensures steady recurring revenue through subscription fees.

Upsides

ServiceNow's partnership with AWS enhances AI-powered workflows, driving enterprise innovation.

The integration with Crowe Cyber Economic Risk Analyzer boosts ServiceNow's cybersecurity capabilities.

ServiceNow's AI-driven campaign with Idris Elba increases brand visibility and engagement.

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