Manager, Renewal Sales - DOD & NSG

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.

The Manager, Renewal Sales will manage the DOD and NSC (Department of Defense & National Security Group) Renewal Sales team, partnering with Geographic Enterprise Sales leadership and developing/managing processes to support the customer renewal process. You will also manage multiple Sales Area renewal process to maximize revenue growth for ServiceNow.

Renewals are the life blood of a SaaS company's revenue stream and this leadership role will focus on the achievement of renewals targets while also not competing with the Enterprise Account Sales teams. The renewals sales organization is a support organization to the subscription Enterprise Account Representatives.

What you get to do in this role:

• Partner with the AMS Renewals leaders to refine our renewals strategy, process, and engagement with AMS Sales teams
• Ensure that Renewal procedures are understood and implemented across the teams
• Manage the DOD and NSC renewal process to maximize revenue growth for ServiceNow and to achieve our sales/revenue goals
• Partner with DOD and NSC Sales leadership to ensure understanding of our go-to-market sales/renewals programs
• Provide role clarity for team members and link departmental goals to the larger organization
• Create summaries of performance metrics that help the DOD and NSC sales organization focus on renewals execution, customer success and account planning for the renewal
• Engage with the operations team to establish analysis of trends and performance to identify greater efficiencies and achieve operational excellence. Work with our Professional Services and Alliances/Channels team to increase growth and expansion through our partners
• Assist Sales or Renewals reps and leadership with renewals negotiations
• Lead plans to support renewals, working with Sales, Operations, Marketing, Customer Success and Finance
• Partner with broader Renewals organization to create global programs that ensure continued success of the renewals program and the team at large

In order to qualify for and 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.
• 7+ years of sales experience in Renewals Sales OR Sales Operations within software or solutions sales organization with experience selling to DOD and NSC (Department of Defense & National Security Group) customers is required
• 2+ years leading a sales team
• Experience optimizing results based on financial knowledge and an operational mindset
• Experience establishing trusted relationships with current and prospective clients and other teams
• Experience driving customer success in a "win as a team" environment

For positions in this location, we offer a base pay of $115,150 - $190,050, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

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, 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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