Strategic Customer Engagements (Elevate) Director, ANZ

Reporting to the AVP APAC Strategic Engagements (Large Deal Pursuits) the mission of the Strategic Customer Engagements (Elevate) Director ANZ is to drive ServiceNows long-term revenue growth and profitability through larger and more strategic transactions across our ANZ business. The leader will act as an in-region deal expert responsible for driving end-to-end deal strategy developing creative commercial structures and leading complex negotiations for our most strategic deals.

The Strategic Customer Engagements (Elevate) Director ANZ will help define and follow a consistent programmatic approach to help the regional sales organizations and cross-functional deal execution teams to close large complex and strategic deals.  The role will 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 to close larger deals successfully.

The Strategic Customer Engagements (Elevate) Director ANZ will be expert in the contractual aspects of ServiceNows business and able to articulate value and structure long-term complex multi-product agreements to enable presentation of the right deal to the customer.

The role also contributes to continuous improvement efforts for the Strategic Engagements team and participates in ServiceNows overall transformation effort to establish the best Enterprise salesforce in the industry.

Priorities & Responsibilities

• Drive large and complex strategic deals: validate and engage on opportunities where we intend to build > $5M NNACV opportunities tracking deal progression and escalating risks/needs to senior leaders as needed
• Champion all collaborative integrated GTM activities for our 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

Qualifications :

• 12 years of experience in the software industry
• 7 years of consultative direct sales experience into Enterprise accounts preferably selling SaaS and with progressive client-facing responsibilities
• 5 years of selling experience within the ANZ market
• 2 years of Large Deal or Corporate Strategy/Business Development experience supporting complex transactions such as M&A IP Acquisition Revenue Share Models etc.
• Conversant in all emerging trends in IT and Business
• Demonstrated coaching and mentoring experience
• Team player of unquestionable integrity credibility and character
• Experience within a large organization; ability to quickly establish trust-based relationships internally to get support for customer sales objectives
• Strong leadership problem solving and decision-making abilities
• Ability to interface and negotiate with senior client executives
• Excellent presentation and communication skills
• Organizational and analytical skills
• International work experience
• Continuous improvement and growth mindset

Measure of success                                                                                                         

• Large & complex closed deals > $5M
• Customer Feedback & NPS

Additional Information :

Work Personas

We approach our distributed world of work with flexibility and trust. Work personas (flexible remote or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.

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. 

Export Control Regulations

For positions requiring access to controlled technology subject to export control regulations including the U.S. Export Administration Regulations (EAR) ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities. 

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