Director, AMS Strategic Engagements

Summary

Join ServiceNow as Director - AMS Strategic Engagements (Large Deal Pursuits), reporting to the VP, Global Strategic Customers - Elevate. Drive ServiceNow’s revenue growth by leading end-to-end deal strategy, developing commercial structures, and negotiating complex deals. Champion collaborative GTM activities for strategic accounts, including account planning and WIN Forums. Drive big deal thinking and best practice sharing within the team. Serve as the primary customer contact from deal qualification through close, representing ServiceNow in senior customer-facing roles. Continuously improve processes and contribute to ServiceNow’s overall transformation. Success is measured by large deal closures and customer feedback.

Requirements

• 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 AI’s potential impact on the function or industry
• 9 + years of experience in the software industry
• 5 + years of consultative direct sales experience into Enterprise accounts, preferably selling SaaS and with progressive client-facing responsibilities
• Conversant in all emerging trends in IT and Business
• Demonstrated coaching and mentoring experience
• Team player of unquestionable integrity, credibility, and character
• Experience within a large organization; ability to quickly establish trust-based relationships internally to get support for customer sales objectives
• Strong leadership, problem solving, and decision-making abilities
• Ability to interface and negotiate with senior client executives
• Excellent presentation and communication skills
• Organizational and analytical skills
• International work experience
• Continuous improvement and growth mindset
• Large & complex closed deals > $10M +
• Customer Feedback & NPS

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 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

Preferred Qualifications

Experience in Large Deal or Corporate Strategy/Business Development experience, supporting complex transactions such as M&A, IP Acquisition, Revenue Share Models, etc. a plus

Benefits

• Health plans, including flexible spending accounts
• A 401(k) Plan with company match
• ESPP
• Matching donations
• A flexible time away plan and family leave programs