- Reporting to the Vice President, Global Strategic Customers - Elevate, the mission of the Director - AMS Strategic Engagements (Large Deal Pursuits) is to drive ServiceNow’s long-term revenue growth and profitability through larger and more strategic transactions across our Americas 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
- Director, AMS Strategic Customer Engagements, Public Sector - Elevate will help define and follow a consistent programmatic approach to help the regional sales organizations and cross-functional deal execution teams to close some of our most 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 Director - AMS Strategic Engagements (Large Deal Pursuits) will become an expert in the contractual aspects of ServiceNow’s business, and be 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
- 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
- Measure of success:
- Large & complex closed deals > $10M +
- Customer Feedback & NPS

### Benefits

- Generous family leave
- Matched donations
- Annual learning stipends
- Flexible PTO
- Competitive retirement plan
- Paid volunteer time- 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
- 5 + years of consultative direct sales experience into Enterprise accounts, preferably selling SaaS and with progressive client-facing responsibilities
- Ability to interface and negotiate with senior client executives
- Team player of unquestionable integrity, credibility, and character
- 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
- Experience within a large organization; ability to quickly establish trust-based relationships internally to get support for customer sales objectives
- Conversant in all emerging trends in IT and Business
- Excellent presentation and communication skills
- Continuous improvement and growth mindset
- Demonstrated coaching and mentoring experience
- Organizational and analytical skills
- 9 + years of experience in the software industry
- International work experience
- Strong leadership, problem solving, and decision-making abilities