Senior Manager, Deal Desk Operations - APAC

About the role

ServiceNow is looking for an experienced Senior Manager to lead the combined Services and Subscription Deal Desk operations across the Asia Pacific region. The role bridges commercial operations, deal management and strategic partnerships to enable large enterprise transactions and accelerate deal velocity. It sits in the Customer Service and Support sector and is a full-time position.

Key responsibilities

• Own complex Services and Subscription transaction management across APAC, ensuring deals are structured correctly, terms are clear 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 through strategic guidance on deal packaging, commercial terms and bundled offerings.
• Partner with sales leadership on high-stakes negotiations, including pricing, payment terms, scope trade-offs and risk mitigation.
• Manage Services Deal Desk functions such as engagement models, statement of work (SOW) definition, resource planning and professional services delivery.
• Manage Subscription Deal Desk functions such as licensing structures, metering models, usage-based consumption and term flexibility.
• Build and maintain deal desk playbooks, approval matrices and escalation procedures, and analyse deal trends and margins to advise regional leadership and CFO-level stakeholders.
• Work with legal, finance and compliance teams on contract language, regulatory requirements and risk governance.
• Represent APAC deal desk interests in projects and programmes, champion process improvements and tool enablement.

Required profile

• 12+ years of experience in deal management, commercial operations or sales operations, with progression to senior/management level.
• Deep expertise in Services and Subscription commercial models, including usage-based pricing, metering and flexible licensing.
• Understanding of large enterprise deals, multi-product bundles, long-term contracts and complex negotiations.
• Experience in the software/SaaS industry and familiarity with enterprise sales cycles and licensing models.
• APAC regional experience preferred.

Required skills

• Financial analysis: deal margin modelling, NPV calculations and commercial impact assessment.
• Stakeholder management with sales leadership, C-suite finance and cross-functional partners.
• Preferred: experience at ServiceNow or similar enterprise platform vendors (Salesforce, Oracle, SAP, Microsoft).
• Preferred: exposure to AI-native pricing, consumption-based packaging, deal desk tools (Looker, Salesforce, custom analytics) and process automation.