Requirements: English
Company: ServiceNow
Region: Paris , le-de-France
Company DescriptionIt all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.Job Description
Reporting to the AVP, EMEA, APAC, Japan Strategic Customer Engagements (Elevate), the mission of the EMEA Strategic Engagements Director (Elevate) is to drive ServiceNows long-term revenue growth and profitability through larger and more strategic transactions across our Europe, Middle-East and Africa 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 EMEA Strategic Engagements Director (Elevate) will help define and follow a consistent programmatic approach to help the regional sales organizations and cross-functional deal execution teams to close some of our most 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 ensure relevant parties are involved in the right way and at the right time to maximize market opportunity and accelerate the sales cycle to close larger deals successfully.The EMEA Strategic Engagements Director (Elevate) will become an expert in the contractual aspects of ServiceNows business, and be 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 Global Strategic Customer Engagements (Elevate) 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 > $10M+ NNACV opportunities, tracking deal progression, and escalating risks/needs to senior leaders as neededChampion all collaborative, integrated GTM activities for our Global Industry & Strategic Growth business, including account planning sessions, strategic pursuits, WIN Forums, review cadences or other GTM activitiesDrive 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 closeBe the voice of the field sales to corporate to continually improve and ensure successful outcomes for our most strategic customersRepresent ServiceNow in senior customer facing roles as sponsor, strategist and negotiatorQualifications
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.9 + years of experience in the software industry5 + years of consultative direct sales experience into Enterprise accounts, preferably selling SaaS and with progressive client-facing responsibilitiesExperience in Large Deal or Corporate Strategy/Business Development experience, supporting complex transactions such as M&A, IP Acquisition, Revenue Share Models, etc. a plusConversant in all emerging trends in IT and BusinessDemonstrated coaching and mentoring experienceTeam player of unquestionable integrity, credibility, and characterExperience within a large organization; ability to quickly establish trust-based relationships internally to get support for customer sales objectivesStrong leadership, problem solving, and decision-making abilitiesAbility to interface and negotiate with senior client executivesExcellent presentation and communication skillsOrganizational and analytical skillsInternational work experienceContinuous improvement and growth mindsetMeasure of success
Large & complex closed deals > $10M +Customer Feedback & NPSNot sure if you meet every qualification? We still encourage you to apply! We value inclusivity, welcoming candidates from diverse backgrounds, including non-traditional paths. Unique experiences enrich our team, and the willingness to dream big makes you an exceptional candi