EMEA Strategic Engagements Director

Company Description

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today - ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.

Job Description

Reporting to the AVP Strategic Customer Engagements , the mision of the EMEA Strategic Engagements Director is to drive ServiceNow’s long-term revenue growth and profitability through larger and more strategic transactions across our Europe, Middle-East and Africa business. The leader will act as an in-region deal expert, responsible for driving end-to-end deal strategy, developing creative commercial structures, and leading complex negotiations for our most strategic deals.

The EMEA Strategic Engagements Director will help define and follow a consistent programmatic approach to help the regional sales organizations and cross-functional deal execution teams to close some of our most complex and strategic deals. The role will utilize collaborative account planning, out-quarter pipeline development, opportunity review cadences, deal coaching and choreography, and thought leadership, to ensure relevant parties are involved in the right way and at the right time to maximize market opportunity and accelerate the sales cycle to close larger deals successfully.

The EMEA Strategic Engagements Director (Elevate) will become an expert in the contractual aspects of ServiceNow’s business, and be able to articulate value and structure long-term, complex, multi-product agreements to enable presentation of the right deal to the customer.

The role also contributes to continuous improvement efforts for the Global Strategic Customer Engagements (Elevate) 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 > $10M+ NNACV opportunities, tracking deal progression, and escalating risks/needs to senior leaders as needed

Champion all collaborative, integrated GTM activities for our Global Industry & Strategic Growth business, 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

To be successful in this role you have:

Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI’s potential impact on the function or industry.

Extensive experience in the software industry

5 + years of consultative direct sales experience into Enterprise accounts, preferably selling SaaS and with progressive client-facing responsibilities

Experience in Large Deal or Corporate Strategy/Business Development experience, supporting complex transactions such as M&A, IP Acquisition, Revenue Share Models, etc. a plus

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

Large & complex closed deals > $10M +

Customer Feedback & NPS

Instant customer credibility with a record of building customer relationships

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.

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 globaltalentss@servicenow.com 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.

From Fortune. ©2025 Fortune Media IP Limited. All rights reserved. Used under license.