Deal Strategy and Operations Senior Manager



Santa Clara, CA, USA
Posted on Thursday, June 6, 2024

Company Description

At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you.

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™.

Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.

Unsure if you meet all the qualifications of a job description but are deeply excited about the role? We still encourage you to apply! At ServiceNow, we are committed to creating an inclusive environment where all voices are heard, valued, and respected. We welcome all candidates, including individuals from non-traditional, varied backgrounds, that might not come from a typical path connected to this role. We believe skills and experience are transferrable, and the desire to dream big makes for great candidates.

Job Description


Come join the Global Desk Strategy and Operations team which serves a critical role in the deal execution life cycle. As a member of this team, you will strive to ensure operational efficiency for Global Deal Desk by developing guidance, process, engagement models and the tools needed to run the Deal Desk organization.


The ideal candidate for this role has extensive subscription revenue deal structuring familiarity and will apply that experience to evolve policies, processes, and implement tools and resources to improve Global Deal Desk team efficiency in the execution of complex and critical non-standard deal structures. This individual contributor role will not work specific deals but will work to make processes efficient and clear for those that do work specific deals.

What you get to do in this role:

  • Analyze data and conduct trend analysis to identify operational efficiency improvement opportunities for the Global Deal Desk team
  • Proactively identify obstacles to Deal Desk efficiency, create solutions, and drive enablement for improvement
  • Use data to provide deal guidance and sales leadership insights to improve the overall health of the deals we execute
  • On behalf of Deal Desk, continuously evaluate, propose, and collaborate on enhancements to policies and processes as the company’s product, pricing, and sales environment evolves
  • Participate in the New Product Introduction process to optimize Deal Desk operational readiness and efficiency
  • Build cross-functional consensus around innovative ideas and initiatives that involve Deal Desk and ensure alignment of Deal Desk policy to company strategy
  • Assist on transformation projects such as CPQ and CLM implementation and enhancements
  • Investigate, design, test, and implement innovative engagement and analysis methods, potentially utilizing functionalities such as Robotic Process Automation and Artificial Intelligence
  • Author playbooks to address customer negotiation issues, process documentation, and other enablement material for the benefit of the Global Deal Desk team


To be successful in this role, we need someone who has:

  • 8+ years of related experience
  • MBA, BS in Finance, Economics, or related and relevant areas
  • A thorough understanding of the quote to cash process flow
  • A balanced game theory mentality with ability to uncover nuanced risks
  • Strong business acumen with excellent communication skills – verbal and written using Excel, Word, and PowerPoint as examples
  • Strong logic and analytical abilities
  • Adeptness at business partnering and collaborating with cross functional teams, building meaningful business relationships and influence using flexible communication styles
  • Self-motivation, dependability with deliverables and deadlines, and ability to multi-task
  • A candidate who is: creative, self-driven, and a problem solver
  • An interest and experience in technological solutions

For positions in the Bay Area, we offer a base pay of $143,300 - $250,700, 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 (subject to eligibility requirements). Compensation is based on the geographic location in which the role is located, and is subject to change based on work location.

Additional Information

ServiceNow is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status or any other category protected by law.

At ServiceNow, we lead with flexibility and trust in our distributed world of work. Click here to learn about our work personas: flexible, remote and required-in-office.

If you require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at [email protected] for assistance.

For positions requiring access to technical data subject to export control regulations, including Export Administration Regulations (EAR), ServiceNow may have to obtain export licensing approval from the U.S. Government for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by the U.S. Government.

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