Strategic Customers-Global 360 Deals Director

Summary

Join ServiceNow as a Strategic Customers – Global 360 Deals (Elevate) Director, reporting to the VP, Strategic Customers - Global Revenue Programs. You will serve as the central business unit liaison to global sales teams for business-enabling functions (HR, Legal, Finance, etc.) regarding 360 deal activity. Responsibilities include shaping deal strategy, streamlining "Buy From" execution, and ensuring alignment between business needs, risk, and sales objectives. You will improve GTM efficiency, accelerate deal velocity, and balance OPEX investment with NNACV growth. This role requires strong cross-functional relationships and collaboration to support proactive deal engagement and GTM alignment. You will also lead post-mortems and insights generation for closed 360 deals, translating outcomes into scalable process improvements and strategy refinements.

Requirements

• 10+ years in Strategic Sales, GTM Strategy or GTM Finance, ideally in SaaS or enterprise tech
• Proven experience managing complex, cross-functional transactions with executive-level stakeholders
• Strong understanding of internal business functions (HR, Finance, Legal) and their Procurement process/decisions
• Experience balancing top-line growth with cost structures and investment planning
• Excellent program management skills and ability to manage multiple stakeholders and priorities simultaneously
• Strategic thinker with a bias for execution and outcomes
• Skilled at building trust and influence across matrixed organizations
• Analytical and structured, with a process-oriented mindset
• Strong communicator with the ability to synthesize and present complex issues clearly
• Comfortable operating in ambiguity and helping bring clarity to others
• Collaborative, proactive, and business outcome-focused
• Intrinsically curious about emerging technologies and their application in solving business challenges
• 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
• Continuous improvement and growth mindset
• Increased speed and effectiveness of 360 deal execution
• Scaled adoption of 360 strategies, processes, and operations
• Strong feedback from Elevate Complex Deal Leaders, internal sales and business unit stakeholders

Responsibilities

• Serve as Central Point of Contact for the ‘Buy From’ Side of 360 Deals for Specific BUs
• Act as the global BU liaison to sales teams for HR, Legal, Finance, and similar business-enabling ServiceNow functions
• Represent a unified “Buy From” perspective, streamlining access and coordination for the sales organization
• Leverage strong relationships with executive sponsors, sourcing, and customer advocacy to facilitate alignment and speed
• Design and implement a structured approach to identify and act on natural buying events that drive incremental revenue
• Working with Sales Operations and other Sales Strategy teams, establish visibility into 360 deal activity across regions and functions, creating a unified view for tracking and strategic planning
• Improve consistency, accountability, and velocity across buy-from aspects of the 360-deal lifecycle
• Collaborate with Elevate’s Complex Deal Execution team/Sales to shape and execute 360 deals that align to GTM strategy and business priorities and strike the optimal balance between investment and revenue generation in strategic deals
• Support execution of complex transactions by guiding deal architecture, risk mitigation, and internal stakeholder engagement
• Cultivate trusted relationships with business owners across the enterprise to support proactive deal engagement and GTM alignment
• Act as a strategic advisor across functions, translating business goals into actionable deal strategy
• Partner closely with Finance, Legal, HR, and other stakeholders to streamline deal approval and execution pathways
• Lead post-mortems and insights generation for closed 360 deals, translating outcomes into scalable process improvements and strategy refinements
• Evolve frameworks such as the decision matrices, budgeting guidance, and approval processes to enable faster, smarter deal execution

Benefits

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