Complex Deal Strategies & Development (Elevate) Sr. Manager

Company Description

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.

Job Description

ServiceNow makes work, work better for people. Our cloud-based enterprise platform and products streamline and simplify how work gets done. 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™. 

Reporting to the Global Deal Strategy and Development leader, the Complex Deal Strategies & Development (Elevate) Senior Manager (Individual Contributor), will be joining a team focused on driving high-impact global strategies that support ServiceNow’s long-term revenue growth and profitability through larger and more strategic transactions at scale. The team works cross-functionally with senior leaders across the business and offers a supportive and fast-paced learning environment.  

As a Complex Deal Strategies & Development (Elevate) Senior Manager you will focus on advancing and operationalizing the future of strategic deal incubation, development, and execution. This role is both strategic and execution-oriented—blending structured innovation with high-impact customer engagement. You will partner closely with Elevate leadership, Field Sales, Corp Dev, our Innovation Office, and GTM teams to shape and accelerate large, complex opportunities before they enter the traditional sales cycle. 

You will also serve as a senior thought partner to executive stakeholders—supporting high-priority customer engagements, leading strategic initiatives, and co-creating new growth pathways with our most strategic accounts. 

Priorities & Responsibilities 

Deal Development & Incubation 

• Lead cross-functional efforts to define and mature partnership opportunities with long-term potential—bridging ideation and commercial execution. 

• Identify, qualify, and shape large, complex deal opportunities before they reach the negotiation stage—working 2–4 quarters ahead to fill the pipeline with strategic growth bets. 

• Create repeatable, scalable frameworks, enabling faster execution on future complex motions. 

• Define and operationalize a structured deal incubation process across cohorts of our most strategic customers. 

• Launch and lead special initiatives designed to deepen executive relationships and unlock net-new revenue streams. 

Impact 

• Lead the development of innovative commercial strategies and deal structures for complex, highly competitive opportunities, ensuring alignment with strategic objectives and maximizing value creation.  

• Conduct rigorous demand validation to ensure the commercial output aligns with customer needs and market realities, providing data-driven insights to refine deal strategies.  

• Mobilize and orchestrate the ecosystem (internal and external partners) to facilitate smooth deal progression, ensuring all stakeholders are aligned and contributing effectively.   

Qualifications

• Ideal candidate has 12 years’ experience in strategic deal development, business development, enterprise sales strategy, corporate strategy, or a similar function. 

• 4 years Sales experience in a direct quota carrying role a plus 

• Strong background in SaaS/enterprise software, with experience developing and executing large, complex commercial structures. 

• Exceptional executive presence and communication skills—comfortable leading cross-functional initiatives and customer-facing interactions with C-level stakeholders. 

• Proven capability of building and guiding high-performing teams, either in a direct or indirect/matrixed capacity. 

• Superb ability to influence and motivate others, drive collaboration, teaming & resolve conflict between diverse stakeholder groups. 

• Ability to manage change and ambiguity with an action-orientation/drive - must thrive in a dynamic environment with a strong ability to prioritize. 

• High energy, strong work ethic, disciplined execution skills. 

• Self-starter who thrives and can multitask in a fast-paced environment: 

• Must enjoy working in a highly collaborative environment. 

• Continuous improvement and growth mindset. 

• Problem-solving, conflict resolution, active listening, and time management skills. 

• Experience in matrixed management environments, with strong stakeholder management skills 

Additional Information

Work Personas

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.

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

We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [email protected] for assistance. 

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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