Pipeline - Global Strategic Customer Engagements (Elevate) Large Deal Analyst

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.

What you get to do in this role:   

1. Support the commercial design, modeling and execution of the company’s largest deals: 

• Collaborate with Elevate’s Large Deal Leads to develop and model financials for the company’s largest commercial deals and strategic partnership opportunities 

• Work cross-functionally with teams in Deal Desk, Finance, Operations, Customer Success, Product, Pricing, and other key GTM functions  

• Synthesize cross-functional inputs, conduct data analysis, and run cross-functional alignments to support commercial negotiations and decision-making of the company’s senior leadership

2. Drive commercial operations and tools to help grow and accelerate execution of Elevate’s large deals:  

• Lead ownership of modeling and analysis tools to support structuring of large deals (e.g., BoM development and demand plan tools) 

• Support pipeline and opportunity management and reporting throughout deal lifecycles (e.g., ensuring opportunities are correctly tracked; monitoring pipeline conversion and velocity), working in partnership with sales operations teams and geos  

• Drive big deal thinking and best practice sharing both within the immediate GTM teams and across cross-functional teams  

To be successful in this role you have:

• Ideal candidate 3+ years of professional experience, with at least 2+ years in finance, strategic pricing, deal desk, or GTM finance roles, ideally within the tech or SaaS industry. Previous experience in financial planning & analysis (FP&A), financial modeling with knowledge of pricing models and revenue recognition principles in the context of SaaS or subscription-based businesses is preferred. 

• Bachelor’s degree (BS/BA) in Business, Finance, Accounting, Economics, Engineering, IT, or a related field is required. A Master’s degree (MS/MA) in a related discipline is a plus. 

• Strong understanding of, and advanced proficiency in, financial modeling, pricing strategies, deal structure, data analysis and reporting in Excel (pivot tables, VLOOKUP or Index/Match, advanced formulas) for large datasets and complex financial analyses. Experience in PowerBI, Dynamics is a plus.  

• Strong problem-solving skills with a focus on analyzing data, identifying trends, and deriving actionable insights to support business decisions and improve processes. 

• Self-starter who thrives and can multi-task in a fast-paced environment. 

• Effective communicator, able to convey complex ideas in a clear, concise manner both verbally and in slides (both senior executive and customer-facing deliverables). 
• Demonstrated cross-functional Program/Project management skills including planning, scheduling, monitoring, and stakeholder reporting with multiple tasks in a dynamic environment. 
• Comfortable working in ambiguity, with a proactive, solution-oriented approach to solving complex issues related to deal structure, pricing, and revenue recognition.

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. Learn more here.

Equal Opportunity Employer

ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, 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

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 [email protected] 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. 

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