Director, Strategic Deal Development

Orlando, FL - USA

Monthly Salary: Not Disclosed

Posted on: 3 hours ago

Vacancies: 1 Vacancy

Job Summary

Director Strategic Deal Development

Role Summary

The Director Strategic Deal Development is responsible for creating shaping and advancing proactive enterprise deal opportunities across ServiceNows highest-impact motions. This role carries a global quota and is accountable for originating and progressing complex transformational opportunities that require executive engagement cross-functional orchestration and deep platform-level storytelling.

This role works in close partnership with the account teams to shape and progress complex transformational opportunities bringing deep platform expertise executive-level deal orchestration and access to strategic programs to support holistic customer transformation.

Operating upstream of traditional sales motions this role focuses on opportunities that cut across business units require platform-level thinking and benefit from intentional deal development beyond standard account execution.

Key Responsibilities

Revenue & Deal Ownership

Carry a global quota tied to the creation and progression of strategic and transformational deals.

Own a defined portfolio of high-impact opportunities driving them from early signal through late-stage pursuit and close.

Act as the deal development owner for assigned opportunities ensuring clarity momentum and executive alignment throughout the pursuit lifecycle.

Proactive Deal Development

Proactively shape identified transformational opportunities across:

o Office of the CEOsponsored deals

o Marquee accounts (top 75 global customers)

o Inspire Valueled industry and use-case motions

o Partner- and ecosystem-driven opportunities

Develop cross-business-unit deal hypotheses that leverage the full ServiceNow platform not isolated products.

Deal Shaping & Orchestration

Lead strategic deal shaping including transformation narrative value hypothesis development investment strategy and sequencing of executive conversations.

Orchestrate cross-functional teams and programs to support holistic deal development.

Maintain deal momentum by identifying blockers aligning stakeholders and driving clear next steps at every stage.

Executive & Platform Storytelling

Serve as a credible transformation leader with customers articulating the end-to-end ServiceNow platform story and its impact on operating models outcomes and enterprise value.

Elevate conversations from point solutions to enterprise-wide transformation.

Partner with internal executive sponsors to reinforce strategic messaging urgency and alignment

Qualifications :

Qualifications & Profile

Senior experience shaping and progressing large complex enterprise deals

Proven success in quota-carrying outcome-driven roles

8-10 years of experience in the software industry

2 years of Large Deal or Corporate Strategy/Business Development experience supporting complex transactions such as M&A IP Acquisition Revenue Share Models etc.

Strong executive presence and comfort engaging C-suite stakeholders

Deep understanding of platform-based enterprise selling

Experience working across sales consulting value engineering strategy or transformation initiatives

Ability to influence without authority and orchestrate global cross-functional teams

Comfort operating in ambiguity and building structure where none exists

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.

Remote Work :

Yes

Employment Type :

Full-time

Director Strategic Deal DevelopmentRole SummaryThe Director Strategic Deal Development is responsible for creating shaping and advancing proactive enterprise deal opportunities across ServiceNows highest-impact motions. This role carries a global quota and is accountable for originating and progress...