Senior Manager, Deal Desk Operations - APAC

SERVICENOW PTE. LTD.; Singapore; Presencial; SGD 180.000 - 260.000; Jornada completa

Descripción de la vacante

ServiceNow PTE. LTD. seeks a Senior Manager to lead the combined Services and Subscription Deal Desk across APAC. You will own end-to-end deal management, drive velocity, and align with sales leadership and regional teams to enable large enterprise transactions.

The role requires deep SaaS deal expertise, strong financial acumen, and proven leadership across complex multi-product contracts in a dynamic market.

Formación

• 12+ years of experience in deal management, commercial operations, or sales operations roles at senior/management level.
• Deep expertise in Services and Subscription commercial models; experience with usage-based pricing and licensing structures.
• Strong understanding of large enterprise deal dynamics, multi-product bundles, and long-term contracts.
• Advanced proficiency in financial analysis: deal margin modeling, NPV calculations, and commercial impact assessment.
• Excellent stakeholder management, able to influence sales leadership, finance, and cross-functional partners.
• Experience in software/SaaS industry with familiarity with enterprise sales cycles and licensing models.
• APAC regional experience preferred and familiarity with market dynamics across major APAC markets.

Responsabilidades

• Own complex Services and Subscription transaction management across APAC, ensuring deals are structured correctly and timelines met.
• Oversee deal desk operations end-to-end: qualification, structuring, margin analysis, approval workflows, and documentation for enterprise agreements.
• Drive deal velocity and customer value realization through strategic deal packaging and commercial terms.
• Partner with sales leadership on negotiations—pricing strategies, payment terms, scope trade-offs, and risk mitigation.
• Manage Services Deal Desk functions: engagement models, SOW definition, resource planning, and professional services delivery alignment.
• Manage Subscription Deal Desk functions: licensing structures, metering models, usage-based scenarios, and term flexibility.
• Build and maintain deal desk playbooks, approval matrices, and escalation procedures; ensure consistency across APAC.
• Analyze deal trends, margin patterns, and commercial performance; provide insights to regional leadership and CFO-level stakeholders.
• Collaborate with legal, finance, and compliance on contract language, regulatory requirements, and risk governance.
• Represent APAC deal desk interests in projects and cross-functional initiatives; drive process improvements and tool enablement.

Conocimientos

Deal management

Commercial operations

Stakeholder management

SaaS industry knowledge

APAC regional experience

Herramientas

Looker

Salesforce

Analytics platforms

Descripción del empleo

Position Overview

ServiceNow seeks an experienced Senior Manager to lead the combined Services and Subscription Deal Desk operations across the Asia Pacific region. This critical role bridges commercial operations, deal management, and strategic partnerships to enable large enterprise transactions and accelerate deal velocity. The successful candidate will drive operational excellence, manage complex deal scenarios, and partner closely with sales leadership and regional teams.

Key Responsibilities

• Own complex Services and Subscription transaction management across APAC, ensuring deals are structured correctly, terms are clearly defined, and execution timelines are met
• Oversee deal desk operations end-to-end: qualification, structuring, margin analysis, approval workflows, and documentation for enterprise agreements
• Drive deal velocity and customer value realization by providing strategic guidance on deal packaging, commercial terms, and bundled offerings
• Partner with sales leadership on high-stakes negotiations—pricing strategies, payment terms, scope trade-offs, and risk mitigation
• Manage Services Deal Desk functions: engagement models, statement of work (SOW) definition, resource planning, and professional services delivery alignment
• Manage Subscription Deal Desk functions: licensing structures, metering models, usage-based consumption scenarios, and term flexibility
• Build and maintain deal desk playbooks, approval matrices, and escalation procedures; ensure consistent application across the region
• Analyze deal trends, margin patterns, and commercial performance; provide actionable insights to regional leadership and CFO-level stakeholders
• Collaborate with legal, finance, and compliance teams on contract language, regulatory requirements, and risk governance
• Represent APAC deal desk interests in projects, programs and cross-functional initiatives; champion process improvements and tool enablement

Qualifications

Required Qualifications

• 12+ years of experience in deal management, commercial operations, or sales operations roles, with demonstrated progression to senior/management level
• Deep expertise in both Services and Subscription commercial models; experience with usage-based pricing, metering, and flexible licensing arrangements
• Strong understanding of large enterprise deal dynamics, including multi-product bundles, long-term contracts, and complex negotiations
• Advanced proficiency in financial analysis: deal margin modeling, NPV calculations, and commercial impact assessment
• Excellent stakeholder management skills; ability to influence sales leadership, C-suite finance, and cross-functional partners
• Experience in the software/SaaS industry, with familiarity with enterprise sales cycles and licensing models
• APAC regional experience preferred; familiarity with market dynamics, regulatory environments, and localization requirements across major APAC markets

Preferred Qualifications

• Experience at ServiceNow or similar enterprise platform vendors (Salesforce, Oracle, SAP, Microsoft)
• Exposure to AI Native pricing models, consumption-based packaging, or modern software licensing strategies
• Experience with deal desk tools (Looker, Salesforce, custom analytics platforms) and process automation
• Track record of process optimization; implemented deal desk workflows, templates, or approval automations that drove measurable improvements
• Familiarity with partner-enabled deal structures (reseller, co-sell, hyperscaler, managed service providers)