AVP, Global Complex & Large Deal Development Leader

The AVP Global Complex & Large Deal Development Leader will be a key leader in driving the companys long-term revenue growth through strategic large-scale transactions. This role is responsible for the entire lifecycle of high-potential deals from early-stage identification and strategic shaping to the smooth handoff to the execution team. You will lead a global team and partner with key stakeholders across the organization ensuring every deal is strategically sound and positioned for success.

What Youll Do

• Lead and inspire a global team focused on complex and large deal strategy development and velocity.
• Drive demand for large and complex deals by identifying shaping and qualifying high-potential opportunities 12-18 months out.
• Act as a central hub for cross-functional collaboration during the early pursuit phase aligning on strategic sales messaging with teams such as Corporate Development Strategic Finance and Field Planning.
• Partner with the Office of the CEO Corporate Strategy and other key business functions to develop transformational deals.
• Active participation in C-Suite Engagements Executive Briefing Center presentations and ongoing client facing activities helping to shape customer initiatives.    
• Orchestrate pipeline resources down to the area/geo levels to ensure effective monthly maturity and alignment across regions.
• Establish clear documented deal qualification criteria including sponsorship budget and risk posture.
• Ensure a seamless transition to the execution team providing a comprehensive deal profile and clear context without duplicating ownership.
• Contribute to the creation of mega deal development playbooks and qualification frameworks to enable scalability and repeatability across the organization.
• Lead demand generation activities collaborating with geo stakeholders to ensure consistency and alignment.

Qualifications :

What Youll Bring

Experience & Expertise:

• 15 years of experience with a combination of management consulting GTM strategy and direct sales within the software industry.
• 10 years of consultative direct sales experience with Enterprise accounts preferably selling SaaS.
• 5 years in a leadership or sales leadership role with a demonstrated track record of coaching and mentoring high-performing teams.
• 2 years of experience in large deals corporate strategy or business development with a focus on complex transactions like M&A IP acquisition or revenue share models.
•  Experience in leveraging or critically thinking about how to integrate AI into work processes decision-making or problem-solving.  This may include using AI-powered tools automating workflows analyzing AI-driven insights or exploring AIs potential impact on the function or industry. 
• Demonstrated success in shaping and qualifying large transformational enterprise transactions in complex stakeholder environments.
• Experience in leveraging or critically thinking about how to integrate AI into work processes and decision-making.

Skills & Attributes:

• Exceptional executive presence communication and influencing skills.
• A strategic thinker with a bias for structure clarity and process.
• Strong analytical and financial skills with the ability to clarify complex opportunities and risks.
• A confident facilitator who builds trust with executives and cross-functional teams.
• Energized by ambiguity and comfortable with handing off deals without full lifecycle ownership.
• Ability to work effectively in a matrixed multi-geo environment.
• A continuous improvement and growth mindset.
• Proven ability to build strong networks within teams among peers with clients and with executive leadership.

For positions in this location we offer a base pay of $226100 - $373100 plus equity (when applicable) variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline and individual total compensation will vary based on factors such as qualifications skill level competencies and work location. We also offer health plans including flexible spending accounts a 401(k) Plan with company match ESPP matching donations a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

Additional Information :

Work Personas

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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 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. 

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