APAC Strategic Customer Engagements (Elevate) Senior Director

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.

Reporting to the AVP, APAC Strategic Engagements (Large Deal Pursuits), the mission of the Senior Director, Strategic Customer Engagements (Elevate) is to drive ServiceNow’s long-term revenue growth and profitability through larger and more strategic transactions across our Asia 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.

The Senior Director, Strategic Customer Engagements (Elevate) will help define and follow a consistent programmatic approach to help the regional sales organizations and cross-functional deal execution teams to close large, 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 Senior Director, Strategic Customer Engagements (Elevate) will be expert in the contractual aspects of ServiceNow’s business, and 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.

Priorities & Responsibilities

Drive large and complex strategic deals : validate and engage on opportunities where we intend to build >

$5M+ 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 negotiation

12 + years of experience in the software industry

7 + years of consultative direct sales experience into Enterprise accounts, preferably selling SaaS and with progressive client-facing responsibilities

5 + years of selling experience within the Asia market

2 + years of Large Deal or Corporate Strategy / Business Development experience, supporting complex transactions such as M&A, IP Acquisition, Revenue Share Models, etc.

Conversant in all emerging trends in IT and Business - Demonstrated coaching and mentoring experience

Team player of unquestionable integrity, credibility, and character

Experience within a large organization; ability to quickly establish trust-based relationships internally to get support for customer sales objectives; Strong leadership, problem solving, and decision‑making abilities

Ability to interface and negotiate with senior client executives; Excellent presentation and communication skills; Organizational and analytical skills; International work experience

Continuous improvement and growth mindset

Work Personas

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Equal Opportunity Employer

ServiceNow is an equal 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. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.

Accommodations

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Export Control Regulations

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

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