Job Description

JOB TITLE: DEAL DESK MANAGER - WEST

COMPANY

Work matters. It’s where we spend a third of our lives. And the workplace of the future is going to be a great place. We’re dedicated to bringing that to life for people everywhere. That’s why we put people at the heart of everything we do.

People matter. Our people have a passion for learning, building, and innovating. Whether you’re an engineer, a sales professional, a finance professional, or anything in-between, our roles aim to provide each person with meaningful impact and plenty of space to grow.

TEAM

Come join the Subscription Deal Desk Team and play a key advisory role in proposing viable deal structures for our customers while addressing the needs of internal corporate stakeholders, maximizing revenue, and helping increase the productivity of our sales teams.

ROLE

This individual contributor role will collaborate with the US West Region field sales organization and others to close complex, non-standard revenue deals in accordance with company policies and guidelines.   This role will support the Pacific and Central time zones.

WHAT YOU GET TO DO IN THIS ROLE:

• Be a trusted advisor and influencer to the field Sales team, collaborating on pricing, product, and commercial business terms for complex, non-standard transactions
• Actively participate in deal reviews with prospects, sales teams, and management
• Serve as an escalation point for non-standard terms and provide approvals or propose alternatives to help move deals forward
• Cultivate internal relationships with all levels of the sales organization
• Collaborate with multiple groups, such as Revenue Accounting, Sales Operations, Legal, Pricing, Product Management, and License & Use Verification to help facilitate the deal process
• Apply accounting principles to draft and review contract language and deal structures to ensure revenue recognition treatment will be most advantageous to the company
• Advise to ensure that resolution of customer satisfaction issues is acceptable under company policies and GAAP
• Advise to ensure contract pricing structures represent a fair value of exchange for both ServiceNow and customers
• Identify and make recommendations for process improvements; assist with ad hoc projects such as CPQ/CLM implementation enhancements
• Learn about new ServiceNow solutions prior to general availability and how ServiceNow can maximize value for our customers

Qualifications

TO BE SUCCESSFUL IN THIS ROLE, WE NEED SOMEONE WHO HAS:

• 3+ years of experience in a related deal desk, contracts, or revenue accounting role; software/SaaS, and Channel Sales experience an advantage

• Bachelor’s degree in related and relevant areas

• Ability to intake, analyze and simplify complex scenarios to provide accurate guidance based on GAAP and internal policies

• A thorough understanding of the sales process and the ability to navigate long, complex sales cycles

• Strong business acumen with excellent communication skills – verbal, written

• Strong ability to read, interpret, and draft business terms and conditions

• Strong logic and analytical abilities – ability to create ad hoc spreadsheets

• Self-motivation and dependability satisfying deliverables and deadlines

• Flexibility to work extended hours during peak periods of the fiscal quarter

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.

All new employees hired in the United States are required to be fully vaccinated against COVID-19, subject to such exceptions as required by law. If hired, you will be required to submit proof of full vaccination or have an approved accommodation, by your start date. Visit our Candidate FAQ page to learn more.

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 talent.acquisition@servicenow.com 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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WORK PERSONAS

Work personas are categories that are assigned to employees depending on the nature of their work. Employees will fall into one of three categories: Remote, Flexible or Required in Office. 

REQUIRED IN OFFICE

A required in office work persona is defined as an employee who is contracted to work from or aligned to a ServiceNow-affiliated office. This persona is required to work from their assigned workplace location 100% of the work week based on the business needs of their role.

FLEXIBLE 

A flexible work persona is defined as an employee who is contracted to work from or aligned to a ServiceNow-affiliated office and will work from their assigned workplace location roughly 3 days/week or less (generally around 40-60% of the work week). Flexible employees may choose to work the remaining working time from their workplace location or home. Flexible employees are required to work within their state, province, region, or country of employment.

REMOTE

A remote work persona is defined as an employee who performs their responsibilities exclusively outside of a ServiceNow workplace and is not contracted or aligned to a ServiceNow-affiliated office, including those whose place of work (pursuant to their terms and conditions of employment) is their home. Remote employees are required to work within their state, province, region, or country of employment.