Sr Deal Desk Manager

It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow—helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together.

About the role

The Professional Services Deal Desk team is looking for a sales-centric, experienced Deal Desk Manager to orchestrate, develop, and deliver compliant, cohesive, and compelling SOWs, Proposals, and other supporting materials for our Services Sales teams. You will partner closely with functions including Services Sales, Advisory, Delivery, Legal, Finance, Sales Operations, and other groups. You will also be responsible for helping to maintain our content library, build the team, train our stakeholders, and both define and refine processes, procedures, standards, and tools based on company and industry-standard best practices.

Responsibilities

• Qualify requests, help define plans to estimate, scope, and develop proposals.
• Analyze customer needs and requirements and research ServiceNow and other sources of information to compose custom and boilerplate business and technical content that effectively communicates the scope and value of our services.
• Review customer-defined scope and requirements, as well as business, technical, legal, and financial requirements, and develop the plan, outline, and timetable to deliver a compelling, compliant response.
• Coordinate the information required to produce the SOWs, proposals, and other materials; manage multiple projects at once to meet deadlines.
• Manage the process of deliverable creation to support Implementation and Advisory engagements for our largest and most complex customers.
• Work closely with various resources including Services Sales, Advisory, Delivery, Legal, Finance, Sales Operations, and other groups.
• Create, collect, proofread, organize, format, and review drafts and final editions of documents for readability and alignment with customer requirements and compliance with ServiceNow business and legal policies and practices.
• Review documents and revisions with the Service Sales team. Prepare and participate in Deal Validation meetings for large SOWs, review SOW contents with participants, and explain content. Manage updates as applicable.
• Follow up on opportunity progress and closing plans.
• Collaborate with other team members as well as cross-functional subject matter experts to periodically review and update or retire PS processes, procedures, standards, and tools.
• Augment and manage the knowledgebase to provide response content that includes only the most accurate and current company, software, and services information.
• Maintain and expand current knowledge of the platform via internal webinars, case studies, training, and all other resources available.
• Provide mentoring to junior PS team members on company proposal processes and company/industry best practices.
• Communicate with and train Services Sales, Architects, Advisors, Practice Directors, and other cross-functional organizations on proposal best practices, policies, and processes/procedures.

Requirements

• The ability to comprehend, communicate, and cohesively orchestrate complex business, technical, and legal requirements, information, and materials.
• The ability to build and maintain partnerships with Sales and Delivery teams.
• Creative and keen eye for graphical and document design details.
• Superior writing, copy-editing, spelling, grammar, punctuation, and style skills.
• First-class professional and interpersonal communication skills for collaboration with various groups.
• Excellent organization and time management skills to oversee simultaneously occurring projects, tasks, and deadlines.
• Ability to thrive and adapt creatively and successfully to constant change in a fast-paced and team-oriented sales environment.
• Proven critical thinking and effective decision-making abilities.
• Understanding of sales lifecycle/stages and outcomes.
• Capable of working independently and in collaboration with remote resources to meet deadlines.
• Able to comprehend, communicate, and cohesively organize complex business, technical, and legal concepts, information, and materials.
• Expert knowledge of office productivity, word-processing, and various other computer-based or online proposal software. Must be proficient in Microsoft Word, Excel, and PowerPoint.
• 3-5 years of experience producing SOWs and proposals for high-value contracts. Consulting experience (technical, project management, etc.) is a plus.
• Experience working with software vendors is a plus.
• Technical or university degree in business, communications, English, marketing, publishing, computer science, or equivalent experience preferred.

Pay

For positions in this location, we offer a base pay of $139,900 - $244,800, 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.

Benefits

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