Strategic Customer Success Manager
6 days ago
Job Title: Strategic Customer Engagements Director ANZ
About the RoleWe are seeking an experienced and strategic leader to drive our long-term revenue growth and profitability through larger and more strategic transactions across our ANZ business.
This role requires a seasoned professional with expertise in driving end-to-end deal strategy, developing creative commercial structures, and leading complex negotiations for our most strategic deals.
The successful candidate will have a proven track record of success in driving large and complex deals, articulating value and structure long-term agreements, and contributing to continuous improvement efforts for the Strategic Engagements team.
About You- 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
- 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
We are looking for a highly motivated and experienced individual who is passionate about driving business growth and development.
The ideal candidate will possess excellent communication and interpersonal skills, with the ability to articulate complex ideas and negotiate effectively.
They will also be a strategic thinker, able to analyze complex data and develop creative solutions to drive business results.
What We Offer- A dynamic and challenging work environment
- Opportunities for professional growth and development
- A competitive salary and benefits package
Measure of success: *Large & complex closed deals > $5M + Customer Feedback & NPS *
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