Description:
The Director, Strategic Deal Development is responsible for creating, shaping, and advancing proactive enterprise deal opportunities across ServiceNow’s highest-impact motions. This role carries a global quota and is accountable for originating and progressing complex, transformational opportunities that require executive engagement, cross-functional orchestration, and deep platform-level storytelling.
This role works in close partnership with the account teams to shape and progress complex, transformational opportunities, bringing deep platform expertise, executive-level deal orchestration, and access to strategic programs to support holistic customer transformation.
Operating upstream of traditional sales motions, this role focuses on opportunities that cut across business units, require platform-level thinking, and benefit from intentional deal development beyond standard account execution.
Key Responsibilities Revenue & Deal Ownership
- Carry a global quota tied to the creation and progression of strategic and transformational deals.
- Own a defined portfolio of high-impact opportunities, driving them from early signal through late-stage pursuit and close.
- Act as the deal development owner for assigned opportunities, ensuring clarity, momentum, and executive alignment throughout the pursuit lifecycle.
Proactive Deal Development
- Proactively shape identified transformational opportunities across:
- Office of the CEO–sponsored deals
- Marquee accounts (top 75 global customers)
- Inspire Value–led industry and use-case motions
- Partner- and ecosystem-driven opportunities
- Develop cross-business-unit deal hypotheses that leverage the full ServiceNow platform, not isolated products.
Deal Shaping & Orchestration
- Lead strategic deal shaping, including transformation narrative, value hypothesis development, investment strategy, and sequencing of executive conversations.
- Orchestrate cross-functional teams and programs to support holistic deal development.
- Maintain deal momentum by identifying blockers, aligning stakeholders, and driving clear next steps at every stage.
Executive & Platform Storytelling
- Serve as a credible transformation leader with customers, articulating the end-to-end ServiceNow platform story and its impact on operating models, outcomes, and enterprise value.
- Elevate conversations from point solutions to enterprise-wide transformation.
- Partner with internal executive sponsors to reinforce strategic messaging, urgency, and alignment
Qualifications Qualifications & Profile
- 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.
- Senior experience shaping and progressing large, complex enterprise deals
- Proven success in quota-carrying, outcome-driven roles
- 8-10 years of experience in the software industry
- 2 + years of Large Deal or Corporate Strategy/Business Development experience, supporting complex transactions such as M&A, IP Acquisition, Revenue Share Models, etc.
- Strong executive presence and comfort engaging C-suite stakeholders
- Deep understanding of platform-based enterprise selling
- Experience working across sales, consulting, value engineering, strategy, or transformation initiatives
- Ability to influence without authority and orchestrate global, cross-functional teams
- Comfort operating in ambiguity and building structure where none exists