Strategic Customers – EMEA 360 Deal Lead (Elevate)

Reporting to the VP, Strategic Customers - Global Revenue Programs (Elevate), the Strategic Customers – EMEA 360 Deal Lead (Elevate) will be joining a broader 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.

As the Strategic Customers – EMEA 360 Deal Lead (Elevate), you will serve as the central business unit liaison to EMEA sales teams for ServiceNow’s business-enabling functions and all internal Business Units as it relates to 360 deal activity. You’ll bring together cross-functional stakeholders to shape deal strategy, streamline “Buy From” execution, and ensure alignment between business needs, risk considerations, and sales objectives. You’ll play a pivotal role in improving GTM efficiency, accelerating deal velocity, and balancing OPEX investment with NNACV growth. Your work will also drive consistency and insight across 360 activities, including supporting natural event planning and helping the organization avoid value leakage from unplanned or misaligned deal activity.

Priorities & Responsibilities:

Serve as Central Point of Contact for the ‘Buy From’ Side of 360 Deals for Specific BUs

• Act as the global BU liaison to sales teams and internal ServiceNow Business functions.
• Act as a global liaison to sales / GTM teams and global partnerships w/ Value Added Resellers and also System Integrators.
• Represent a unified “Buy From” perspective, streamlining access and coordination for the sales organization.
• Leverage strong relationships with executive sponsors, sourcing, and customer advocacy to facilitate alignment and speed
• Create Value Through Structure and Process
• Design and implement a structured approach to identify and act on natural buying events that drive incremental revenue
• Working with Sales Operations and other Sales Strategy teams, establish visibility into 360 deal activity across regions and functions, creating a unified view for tracking and strategic planning
• Improve consistency, accountability, and velocity across buy-from aspects of the 360-deal lifecycle
Support Deal Execution

• Collaborate with Elevate’s Complex Deal Execution team/Sales to shape and execute 360 deals that align to GTM strategy and business priorities and strike the optimal balance between investment and revenue generation in strategic deals
• Support execution of complex transactions by guiding deal architecture, risk mitigation, and internal stakeholder engagement
Build Deep Cross-Functional Relationships

• Cultivate trusted relationships with business owners across the enterprise to support proactive deal engagement and GTM alignment
• Act as a strategic advisor across functions, translating business goals into actionable deal strategy
• Partner closely with Finance, Revenue Accounting, Global Sourcing, Legal and other stakeholders to streamline deal approval and execution pathways
Deliver Post-Deal Insights and Continuous Improvement

• Lead post-mortems and insights generation for closed 360 deals, translating outcomes into scalable process improvements and strategy refinements
• Evolve frameworks such as the decision matrices, budgeting guidance, and approval processes to enable faster, smarter deal execution.

Department: Support and Product Success
Function: Information Technology
Experience Level: Not Applicable