销售运营总监（安全）
Director Sales Operations Management (Security)
#### 公司简介
一切始于工程师Fred Luddy为他的同事Phyllis编写了一段代码，自动化了一个繁琐的任务。她感动得喜极而泣。这一时刻激励Fred建立了一家公司，让每个人都能享受到这种便利——让人们摆脱琐事，专注于有意义的工作。如今，ServiceNow是企业重塑的AI控制中心。我们的ServiceNow AI平台整合了任何AI、任何数据和任何工作流程，帮助85%的财富500强®企业更聪明、更快、更好地工作。我们正在打造一种AI原生文化，让技术和人才携手不可阻挡地前进。而我们才刚刚开始。
加入我们，让AI为人们服务。
**销售运营经理**负责带领一个团队，负责商业交易支持、方案开发、定价策略、交易建模和销售赋能，同时积极参与组织中最具战略意义的机会。
这是一个需要亲力亲为的领导职位，负责人才培养、商业能力扩展以及可重复流程的建立，同时亲自支持高影响力的大型企业机会。高级经理既是人员领导者，也是销售领导的战略合作伙伴，推动整个业务中商业执行的一致性。
#### 职位描述
**你在这个职位中将负责以下工作：**
团队领导与能力建设
- 领导、指导和发展一支由交易运营和商业策略专业人员组成的团队。
- 制定绩效目标、职业发展计划和运营优先级。
- 创建可扩展的流程、工具和模板，以提高交易质量和销售效率。
- 培养协作、客户导向和持续改进的文化。
战略性交易参与
- 亲自支持组织中最大、最复杂和最高优先级的机会。
- 与销售领导合作制定商业策略和交易执行。
- 审核并为团队成员创建的定价模型、方案和解决方案建议提供指导。
- 成为复杂商业场景的升级处理点。
面向客户的方案与商业策略
- 监督客户面向的方案、高管演示、定价摘要和商业案例的创建。
- 确保商业叙述清晰传达价值、定价依据和解决方案建议。
- 推动方案质量、信息传递和商业一致性。
查看英文原文
#### Company Description
It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.
Join us to put AI to work for people.
**The Director, Sales Operations Management** leads a team responsible for commercial deal support, proposal development, pricing strategy, deal modeling, and sales enablement while remaining actively engaged in the organization's most strategic opportunities.
This is a hands-on leadership role responsible for developing talent, scaling commercial capabilities, and establishing repeatable processes while personally supporting high-impact enterprise opportunities. The Senior Manager acts as both a people leader and a strategic partner to Sales leadership, driving consistency in commercial execution across the business.
#### Job Description
**What you get to do in this role:**
Team Leadership & Capability Development
- Lead, coach, and develop a team of Deals Operations and Commercial Strategy professionals.
- Establish performance goals, career development plans, and operational priorities.
- Create scalable processes, tools, and templates that improve deal quality and sales productivity.
- Foster a culture of collaboration, customer focus, and continuous improvement.
Strategic Deal Engagement
- Personally support the organization's largest, most complex, and highest-priority opportunities.
- Partner with Sales Leadership on commercial strategy and deal execution.
- Review and provide guidance on pricing models, proposals, and solution recommendations created by team members.
- Act as an escalation point for complex commercial scenarios.
Customer-Facing Proposal & Commercial Strategy
- Oversee creation of customer-facing proposals, executive presentations, pricing summaries, and business cases.
- Ensure commercial narratives clearly communicate value, pricing rationale, and solution recommendations.
- Drive consistency in proposal quality, messaging, and commercial positioning.
Product & Use Case Alignment
- Partner with Product, Solution Consulting, and Sales teams to ensure customer requirements are effectively translated into commercial recommendations.
- Guide sales teams on product selection, packaging, and strategic positioning.
- Ensure proposed solutions align with customer goals and organizational priorities.
Sales Enablement & Operational Excellence
- Develop programs that increase seller competency in commercial discussions, pricing strategy, and proposal effectiveness.
- Establish reporting and metrics to evaluate deal support effectiveness and sales adoption.
- Identify opportunities to streamline deal workflows and improve sales productivity.
- Drive best practices across opportunity qualification, commercial engagement, and proposal development.
#### Qualifications
**To be successful in this role you have:**
- 10+ years of experience in Sales Operations, Revenue Operations, Commercial Strategy, Deal Support, or Deal Operations.
- 3+ years leading or mentoring teams in a sales support, commercial, or operations environment.
- Experience supporting enterprise software or SaaS organizations through complex sales cycles.
- Strong expertise in pricing strategy, deal modeling, customer-facing proposal development, and commercial operations.
- Proven ability to coach sales teams and influence executive stakeholders.
- Exceptional communication, leadership, and organizational skills.
- Ability to balance strategic leadership responsibilities with hands-on engagement in key opportunities.
JV20
#### 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](https://careers.servicenow.com/life-at-servicenow#workpersonas). 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**
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](mailto: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.
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