Deal Desk Manager – Global Deal Management

Company Description

It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.

Join us to put AI to work for people.

Job Description

The Professional Services Deal Desk team is looking for a sales-centric, experienced Deal Desk Manager to orchestrate, develop and deliver compliant, cohesive and compelling SOWs, Proposals and other supporting materials for our Services Sales teams. You will partner closely with functions including Services Sales, Advisory, Delivery, Legal, Finance, Sales Operations and other groups. You will also be responsible for helping to maintain our content library, build the team, train our stakeholders, and both define and refine processes, procedures, standards and tools based on company and industry-standard best practices.

What you get to do in this role:

• Qualify requests, help define plan to estimate, to scope and to develop proposals.
• Analyze customer needs and requirements and research ServiceNow and other various sources of information to compose custom and boilerplate business and technical content that effectively communicate the scope and value of our services
• Review customer-defined scope & requirements, as well as business, technical, legal, and financial requirements and develop the plan, outline, and timetable to deliver a compelling, compliant response.
• Coordinate the information required to produce the SOWs, proposals and other materials, manage multiple projects at once to meet deadlines.
• Manage the process of deliverable creation to support Implementation and Advisory engagements for our largest and most complex customers.
• Work closely with various resources including but not limited to Services Sales, Advisory, Delivery, Legal, Finance Sales, Operations and other groups.
• Create, collect, proofread, organize, format and review drafts and final editions of documents for readability and alignment with customer requirements and compliance with ServiceNow business and legal policies and practices.
• Review documents and revisions with Service Sales team. 
• Prepare and participate in Deal Validation meetings for large SOWs, review SOW contents with participants and explain content. Manage updates as applicable.
• Follow-up on opportunity progress and closing plans.
• Collaborate with other team members as well as cross-functional subject matter experts to periodically review and update or retire PS processes, procedures, standards and tools.
• Augment and manage knowledgebase to provide response content that includes only te most accurate and current company, software and services information.
• Maintain / expand current knowledge of the platform via internal webinars, case study, training and all other resources available.
• Provide mentoring to junior PS team members on company proposal processes and company/industry best practices.
• Communicate with and train Services Sales, Architects, Advisors, Practice Directors and other cross-functional organizations on proposal best practices, policies, and processes/procedures.
• Maintain accurate records of proposals submitted as well as drafts, approvals, and other supporting documents.

Qualifications

In order to be successful in this role, we need someone who has:

• The ability to comprehend, communicate, and cohesively orchestrate complex business, technical and legal requirements, information and materials.
• The ability to build and maintain partnership with Sales and Delivery teams.
• Creative and keen eye for graphical and document design details.
• Superior writing, copy-editing, spelling, grammar, punctuation and style skills.
• First-class professional and interpersonal communication skills for collaboration with various groups.
• Excellent organization and time management skills to oversee simultaneously occurring projects, tasks and deadlines.
• Ability to thrive and adapt creatively and successfully to constant change in a fast-paced and team-oriented sales environment.
• Proven critical thinking and effective decision-making abilities.
• Understanding of sales lifecycle/stages and outcomes.
• Capable of working independently and in collaboration with remote resources to meet deadlines.
• Able to comprehend, communicate and cohesively organize complex business, technical and legal concepts, information and materials.
• Expert knowledge of office productivity, word-processing and various other computer-based or online website proposal software. Must be proficient in Microsoft Word, Excel and PowerPoint.
• 3-5 years of experience producing SOWs and proposals for high-value contracts. 
• Consulting experience (technical, project management, etc.) is not mandatory but is a plus.
• Experience with working with software vendors is not mandatory but is a plus.
• Technical or university degree in business, communications, English, marketing, publishing, computer science or equivalent experience preferred.

For positions in this location, we offer a base pay of $139,900 - $244,800, 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. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

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, religion, sex, sexual orientation, national origin, age, disability, gender identity,  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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