Strategic Customer Engagements (Elevate) Director, India

India

India

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 negotiator

Qualifications

• 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 India 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

Measure of success

• Large & complex closed deals > $5M +
• Customer Feedback & NPS

Qualifications

• 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 responsibil