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Complex Deal Strategies

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Waltham, United States ServiceNow Full time

Complex Deal Strategies & Development (Elevate) Sr. Manager ServiceNow makes work, work better for people. Our cloud-based enterprise platform and products streamline and simplify how work gets done. With more than 7,700+ customers, we serve approximately 85% of the Fortune 500, and we're proud to be one of FORTUNE 100 Best Companies to Work For and World's Most Admired Companies. Reporting to the Global Deal Strategy and Development leader, the Complex Deal Strategies & Development (Elevate) Senior Manager (Individual Contributor), will be joining a team focused on driving high-impact global strategies that support ServiceNow's long-term revenue growth and profitability through larger and more strategic transactions at scale. The team works cross-functionally with senior leaders across the business and offers a supportive and fast-paced learning environment. As a Complex Deal Strategies & Development (Elevate) Senior Manager you will focus on advancing and operationalizing the future of strategic deal incubation, development, and execution. This role is both strategic and execution-orientedblending structured innovation with high-impact customer engagement. You will partner closely with Elevate leadership, Field Sales, Corp Dev, our Innovation Office, and GTM teams to shape and accelerate large, complex opportunities before they enter the traditional sales cycle. You will also serve as a senior thought partner to executive stakeholderssupporting high-priority customer engagements, leading strategic initiatives, and co-creating new growth pathways with our most strategic accounts. Priorities & Responsibilities Lead cross-functional efforts to define and mature partnership opportunities with long-term potentialbridging ideation and commercial execution. Identify, qualify, and shape large, complex deal opportunities before they reach the negotiation stageworking 24 quarters ahead to fill the pipeline with strategic growth bets. Create repeatable, scalable frameworks, enabling faster execution on future complex motions. Define and operationalize a structured deal incubation process across cohorts of our most strategic customers. Launch and lead special initiatives designed to deepen executive relationships and unlock net-new revenue streams. Impact Lead the development of innovative commercial strategies and deal structures for complex, highly competitive opportunities, ensuring alignment with strategic objectives and maximizing value creation. Conduct rigorous demand validation to ensure the commercial output aligns with customer needs and market realities, providing data-driven insights to refine deal strategies. Mobilize and orchestrate the ecosystem (internal and external partners) to facilitate smooth deal progression, ensuring all stakeholders are aligned and contributing effectively. Qualifications Ideal candidate has 12+ years' experience in strategic deal development, business development, enterprise sales strategy, corporate strategy, or a similar function. 4+ years Sales experience in a direct quota carrying role a plus. Strong background in SaaS/enterprise software, with experience developing and executing large, complex commercial structures. Exceptional executive presence and communication skillscomfortable leading cross-functional initiatives and customer-facing interactions with C-level stakeholders. Proven capability of building and guiding high-performing teams, either in a direct or indirect/matrixed capacity. Superb ability to influence and motivate others, drive collaboration, teaming & resolve conflict between diverse stakeholder groups. Ability to manage change and ambiguity with an action-orientation/drive - must thrive in a dynamic environment with a strong ability to prioritize. High energy, strong work ethic, disciplined execution skills. Self-starter who thrives and can multitask in a fast-paced environment. Must enjoy working in a highly collaborative environment. Continuous improvement and growth mindset. Problem-solving, conflict resolution, active listening, and time management skills. Experience in matrixed management environments, with strong stakeholder management skills. For positions in this location, we offer a base pay of $176,000 - $309,900, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer 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. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.