Sr Deal Desk Manager

Google Chrome Microsoft Edge Apple Safari Mozilla Firefox Sr Deal Desk ManagerFull-timeEmployee Type: RegularRegion: AMS - North America and CanadaWork Persona: Flexible or RemoteCompany DescriptionIt all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.Join us to put AI to work for people. Job DescriptionWhat 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 transactionsIs an extended member of Sales Management TeamActs as expert advisor on advanced deal structuring methodsEstablishes alignment between customer executives and ServiceNowDevelops deal win themes/strategiesLead deal structuring efforts for critical client engagements, including client facing negotiationOwn 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 customersMaintain deep understanding of regional account strategy and criteria for opportunity engagementIncrease the competency of account teams by enabling them on deal structuring and negotiation skillsEnsure sales and negotiation strategies adhere to established discounting, legal and revenue guidelines, policies and standardsQualificationsTo 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 requiredMinimum 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 environmentCollaborate with Customers and ServiceNow teams to identify mutually acceptable commercial options to facilitate deal closureDemonstrated success with large complex commercial and legal negotiations working with procurement, legal, and business teamsExperience 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 goalsProvide deal construct guidance to Sales & Sales Management, leveraging knowledge and experience from multiple products and packagingAct 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 timezonesTrain, Mentor and enable Field Sales team, Sales Operations Specialists on deal structuring principles, pricing and packagingStrong business / commercial acumen with excellent communication skills - verbal and written coupled with the ability of developing and maintaining trusted relationships with Sales teamsSelf-motivated and able to work under pressure; dependable with deliverables and deadlines, able to multi-taskBS, finance or MBA, Business Administration;A thorough understanding of the sales process and the ability to navigate and progress long, complex sales cyclesSelf-motivated and able to work under pressure; dependable with...