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Senior Deal Desk Manager

Element AI

Element AI

Waltham, MA, USA
Posted on Wednesday, June 5, 2024

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 7,700+ 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™.

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

Unsure if you meet all the qualifications of a job description but are deeply excited about the role? We still encourage you to apply! At ServiceNow, we are committed to creating an inclusive environment where all voices are heard, valued, and respected. We welcome all candidates, including individuals from non-traditional, varied backgrounds, that might not come from a typical path connected to this role. We believe skills and experience are transferrable, and the desire to dream big makes for great candidates.

Job Description

What you get to do in this role:

  • Be the trusted advisor to the sales team, collaborating on pricing, product, and commercial terms for non-standard transactions
  • Is an extended member of Sales Management Team
  • Acts as expert advisor on advanced deal structuring methods
  • Establishes alignment between customer executives and ServiceNow
  • Develops deal win themes/strategies
  • Lead deal structuring efforts for critical client engagements, including client facing negotiation
  • Own and drive negotiations of complex deal financial structure, terms and conditions that affect revenue, legal, operations, discounts etc that are necessary to close strategic agreements with customers
  • Partnering with key functions to deliver outcomes aligned to client expectations and internal requirements (e.g. revenue, legal etc…)
  • Shifting deal portfolio balance towards larger enterprise wide agreements with customers
  • Maintain deep understanding of regional account strategy and criteria for opportunity engagement
  • Increase the competency of account teams by enabling them on deal structuring and negotiation skills
  • Ensure sales and negotiation strategies adhere to established discounting, legal and revenue guidelines, policies and standards


To be successful in this role you have:

  • Experience in an international sales organization supporting a Sales team for a US/European HQ company.
  • 10+ years of experience in a, finance, deal desk, contracts, sales operations, or revenue role; Software / SaaS experience required
  • Minimum 10+ years of experience in a strategic contract negotiation roles with no less than 5 years in Negotiating complex strategic IT contracts in a SaaS environment
  • Collaborate with Customers and ServiceNow teams to identify mutually acceptable commercial options to facilitate deal closure
  • Demonstrated success with large complex commercial and legal negotiations working with procurement, legal, and business teams
  • Experience in face-to-face negotiation of IT contracts on behalf of large customers is a requirement.
  • Ensure transactions comply with revenue recognition and business operational policies that meet company's margins and revenue growth goals
  • Provide deal construct guidance to Sales & Sales Management, leveraging knowledge and experience from multiple products and packaging
  • Act as parallel approver for deals on which engaged.
  • Liaise between Field Sales and Revenue Accounting on accounting close questions and cross functional team in multiple timezones
  • Train, Mentor and enable Field Sales team, Sales Operations Specialists on deal structuring principles, pricing and packaging
  • Strong business / commercial acumen with excellent communication skills - verbal and written coupled with the ability of developing and maintaining trusted relationships with Sales teams
  • Self-motivated and able to work under pressure; dependable with deliverables and deadlines, able to multi-task
  • BS, finance or MBA, Business Administration;
  • A thorough understanding of the sales process and the ability to navigate and progress long, complex sales cycles
  • Self-motivated and able to work under pressure; dependable with deliverables and deadlines, able to multi-task
  • Flexible to work extended hours during peak periods

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.

At ServiceNow, we lead with flexibility and trust in our distributed world of work. Click here to learn about our work personas: flexible, remote and required-in-office.

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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