AVP, APJ Strategic Customer Engagements (Elevate)

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Reporting to the Group Vice President of Strategic Customer Engagements (Elevate), the AVP, APJ Strategic Customer Engagements (Elevate) will lead a team of experienced deal leads across APJ and drive ServiceNow’s most strategic large-deal execution across the region, with a focus on transformational transactions greater than $5M+ NNACV and multi-year agreements representing $25M+ in total contract value.

This leader will act as the in-region executive deal lead for complex opportunities while leading, coaching, and scaling a high-performing team responsible for strategic pursuits across APJ. The role is accountable for building a disciplined, programmatic approach to large-deal execution across APJ Major Areas and partnering with regional sales leadership, account teams, Deal Desk, Finance, Legal, Product, Customer Success, and executive sponsors to accelerate sales cycles, increase deal quality, and convert strategic opportunities into closed revenue.

The AVP will bring strong commercial acumen, executive presence, and deep enterprise deal experience to shape complex, high-value agreements that maximize customer outcomes and ServiceNow growth. This includes shaping demand plans, developing creative commercial models, leading complex negotiations, and orchestrating the internal and external resources required to close high-value transactions.

The role will help Elevate scale a more repeatable, disciplined approach to identifying, shaping, and closing transformational deals across APJ through strong regional leadership, team development, and consistent execution standards.

Priorities & Responsibilities 

• Align resourcing and prioritization with APAC Major Area leadership to focus Elevate coverage on the largest, most strategic opportunities with clear potential to exceed $5M+ NNACV and drive meaningful total contract value. 
• Serve as the executive deal lead for priority APJ pursuits, owning deal strategy, qualification, demand planning, commercial structuring, negotiation strategy, close execution, and post-close transition. 
• Drive disciplined large-deal execution across opportunities with complex buying committees, multi-product scope, long-term platform commitments, and significant customer transformation potential. 
• Build and manage a clear portfolio view of APJ strategic pursuits, tracking progression, deal health, next steps, risks, blockers, and senior-leader escalations with rigor. 
• Partner closely with account teams and regional sales leaders to identify, shape, and advance transformational deals earlier in the sales cycle—not just support deals already in motion. 
• Champion collaborative, integrated GTM motions across APJ and globally, including account planning, strategic pursuits, executive deal reviews, opportunity review cadences, and out-quarter pipeline development. 
• Develop creative commercial constructs—including multi-year agreements, platform commitments, pricing ramps, co-investment models, and non-standard structures—that increase deal size, improve customer value, and maximize ServiceNow outcomes. 
• Represent ServiceNow in senior customer-facing roles as executive sponsor, business strategist, and lead negotiator for strategic opportunities. 
• Act as the voice of APJ field teams back to corporate, surfacing market needs, friction points, and process improvements that help ServiceNow win its most complex deals. 
• Drive big-deal thinking and best-practice sharing across the global Elevate team, codifying lessons learned, reusable playbooks, commercial patterns, and execution standards. 
• Lead, coach, and develop a team of experienced APJ deal leads through hands-on deal reviews, growth conversations, active mentorship, and consistent execution standards.

Qualifications 

• 15+ years of experience in the software industry, with deep exposure to enterprise SaaS, strategic accounts, and complex GTM environments.
• 10+ years of consultative enterprise sales experience with a proven track record of leading large, multi-stakeholder customer engagements.
• Demonstrated success leading complex enterprise transactions greater than $5M+ NNACV, including multi-year agreements representing $25M+ in total contract value, with the ability to shape larger transformational opportunities.
• 5+ years of leadership or sales leadership experience, with demonstrated ability to coach senior talent and raise the commercial capability of a team.
• Strong experience in the APJ market, with regional fluency and the ability to navigate complex customer, partner, and internal stakeholder dynamics.
• Established network of senior customer, partner, and industry relationships across APJ, with the credibility to open doors, engage C-suite stakeholders, and influence complex enterprise buying groups.
• Experience in large-deal strategy, corporate strategy, business development, or complex commercial transactions such as M&A, IP acquisition, revenue-share models, strategic partnerships, or co-investment structures.
• Executive presence and credibility with C-suite stakeholders, including the ability to simplify complexity, build conviction, and lead high-stakes commercial conversations.
• Strong command of contractual, pricing, financial, and commercial mechanics required to structure multi-product, multi-year enterprise agreements.
• Ability to influence without authority across matrixed teams, including Sales, Deal Desk, Finance, Legal, Product, Customer Success, Partners, and executive sponsors.
• Excellent communication, presentation, and negotiation skills, with the ability to create clear executive narratives and drive alignment across internal and customer stakeholders.
• Strong analytical and organizational skills, with the ability to manage a portfolio of strategic pursuits and operate with discipline, urgency, and accountability.
• Continuous improvement mindset with a bias for building repeatable playbooks, scalable operating models, and stronger execution standards across Elevate.

Measure of success                                                                                                          

• Growth in the number, quality, and size of APJ large and complex closed deals greater than $5M+ NNACV.
• Expansion of total contract value across Elevate-led strategic pursuits, with emphasis on multi-year, multi-product, transformational customer agreements.
• Elevate participation as a percentage of total APJ strategic deal volume and large-deal revenue.
• Improved progression, conversion, and close outcomes across the APJ portfolio of priority strategic pursuits.
• Clear, documented deal ownership and execution discipline across qualification, demand planning, commercial structuring, negotiation, close, and post-close transition.
• Customer feedback and NPS reflecting the strength of executive engagement, strategic partnership, and deal experience.

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

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