Be the trusted advisor to the sales team, collaborating on pricing, product, and commercial terms for non-standard transactions
Establish alignment between customer executives and ServiceNow
Lead deal structuring efforts for critical client engagements, including client facing negotiation
Own and drive negotiations of complex deal financial structure, terms and conditions that affect revenue, legal, operations, discounts, etc. that are necessary to close strategic agreements with customers.
Partner with key functions to deliver outcomes aligned to client expectations and internal requirements (e.g. revenue, legal, sales operations, etc.)
Maintain deep understanding of regional account strategy and criteria for opportunity engagement
Increase the competency of account teams by enabling them on deal structuring and negotiation skills
Ensure sales and negotiation strategies adhere to established discounting guidelines, policies and standards
Contribute to initiatives and improvement projects
Collaborate with cross-functional teams to ensure expeditious deal closure and that the business we enter into is good for both ServiceNow and our Customer