Strategic Customers – Global 360 Deals (Elevate) Director

Company Description

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.

Location Type: Remote Employment Type: Full-time

Job Description

ServiceNow makes work, work better for people. Our cloud-based enterprise platform and products streamline and simplify how work gets done. With more than 7,700+ customers, we serve approximately 85% of the Fortune 500®, and we're proud to be one of FORTUNE 100 Best Companies to Work For® and World's Most Admired Companies™.

Reporting to the VP, Strategic Customers - Global Revenue Programs (Elevate), the Strategic Customers – Global 360 Deals (Elevate) Director will be joining a broader team focused on driving high-impact global strategies that support ServiceNow’s long-term revenue growth and profitability through larger and more strategic transactions at scale.

As the Strategic Customers – Global 360 Deals (Elevate) Director, you will serve as the central business unit liaison to global sales teams for ServiceNow’s business-enabling functions—including HR, Legal, Finance, and back-office operations as it relates to 360 deal activity. You’ll bring together cross-functional stakeholders to shape deal strategy, streamline “Buy From” execution, and ensure alignment between business needs, risk considerations, and sales objectives. You’ll play a pivotal role in improving GTM efficiency, accelerating deal velocity, and balancing OPEX investment with NNACV growth. Your work will also drive consistency and insight across 360 activities, including supporting natural event planning and helping the organization avoid value leakage from unplanned or misaligned deal activity.

Priorities & Responsibilities

Serve as Central Point of Contact for the ‘Buy From’ Side of 360 Deals for Specific BUs

• Act as the global BU liaison to sales teams for HR, Legal, Finance, and similar business-enabling ServiceNow functions.
• Represent a unified “Buy From” perspective, streamlining access and coordination for the sales organization.
• Leverage strong relationships with executive sponsors, sourcing, and customer advocacy to facilitate alignment and speed.

Create Value Through Structure and Process

• Design and implement a structured approach to identify and act on natural buying events that drive incremental revenue.
• Working with Sales Operations and other Sales Strategy teams, establish visibility into 360 deal activity across regions and functions, creating a unified view for tracking and strategic planning.
• Improve consistency, accountability, and velocity across buy-from aspects of the 360-deal lifecycle.

Support Deal Execution

• Collaborate with Elevate’s Complex Deal Execution team/Sales to shape and execute 360 deals that align to GTM strategy and business priorities and strike the optimal balance between investment and revenue generation in strategic deals.
• Support execution of complex transactions by guiding deal architecture, risk mitigation, and internal stakeholder engagement.

Build Deep Cross-Functional Relationships

• Cultivate trusted relationships with business owners across the enterprise to support proactive deal engagement and GTM alignment.
• Act as a strategic advisor across functions, translating business goals into actionable deal strategy.
• Partner closely with Finance, Legal, HR, and other stakeholders to streamline deal approval and execution pathways.
• Deliver Post-Deal