Strategic Customer Engagements

Company Description It 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, APAC Strategic Engagements (Large Deal Pursuits), the mission of the Strategic Customer Engagements (Elevate) Director, ANZ is to drive ServiceNow's 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 ServiceNow's 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 ServiceNow's overall transformation effort to establish the best Enterprise salesforce in the industry.Priorities & ResponsibilitiesDrive 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 neededChampion all collaborative, integrated GTM activities for our Strategic Accounts, 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 negotiator Qualifications12 + years of experience in the software industry7 + years of consultative direct sales experience into Enterprise accounts, preferably selling SaaS and with progressive client-facing responsibilities5 + years of selling experience within the ANZ market2 + 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 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 > $5M +Customer Feedback & NPS Additional Information Work PersonasWe 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 EmployerServiceNow 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 law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements. AccommodationsWe 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 [email protected] for assistance. Export Control RegulationsFor 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. From Fortune. 2025 Fortune Media IP Limited. All rights reserved. Used under license.