Sr Deal Desk Manager

About the role

Be the trusted advisor to the sales team, collaborating on pricing, product, and commercial terms for non-standard transactions.

Extended member of Sales Management Team.

Expert advisor on advanced deal structuring methods.

Establishes alignment between customer executives and ServiceNow.

Develops deal win themes/strategies.

Lead deal structuring efforts for critical client engagements, including client facing negotiation.

Own and drive negotiations of complex deal financial structure, terms and conditions that affect revenue, legal, operations, discounts etc that are necessary to close strategic agreements with customers.

Partnering with key functions to deliver outcomes aligned to client expectations and internal requirements (e.g. revenue, legal etc…).

Shift deal portfolio balance towards larger enterprise wide agreements with customers.

Increase the competency of account teams by enabling them on deal structuring and negotiation skills.

Ensure sales and negotiation strategies adhere to established discounting, legal and revenue guidelines, policies and standards.

Qualifications

• Experience in an international sales organization supporting a Sales team for a US/European HQ company.
• 10+ years of experience in a finance, deal desk, contracts, sales operations, or revenue role; Software / SaaS experience required.
• Minimum 10+ years of experience in a strategic contract negotiation roles with no less than 5 years in Negotiating complex strategic IT contracts in a SaaS environment.
• Collaborate with Customers and ServiceNow teams to identify mutually acceptable commercial options to facilitate deal closure.
• Demonstrated success with large complex commercial and legal negotiations working with procurement, legal, and business teams.
• Experience in face-to-face negotiation of IT contracts on behalf of large customers is a requirement.
• Ensure transactions comply with revenue recognition and business operational policies that meet company's margins and revenue growth goals.
• Provide deal construct guidance to Sales & Sales Management, leveraging knowledge and experience from multiple products and packaging.
• Act as parallel approver for deals on which engaged.
• Liaise between Field Sales and Revenue Accounting on accounting close questions and cross functional team in multiple timezones.
• Train, Mentor and enable Field Sales team, Sales Operations Specialists on deal structuring principles, pricing and packaging.
• Strong business / commercial acumen with excellent communication skills - verbal and written coupled with the ability of developing and maintaining trusted relationships with Sales teams.
• Self-motivated and able to work under pressure; dependable with deliverables and deadlines, able to multi-task.
• BS, finance or MBA, Business Administration; A thorough understanding of the sales process and the ability to navigate and progress long, complex sales cycles.
• Self-motivated and able to work under pressure; dependable with deliverables and deadlines, able to multi-task.
• Flexible to work extended hours during peak periods.