Senior Manager, Deal Desk Operations – APAC

About the role

ServiceNow is looking for an experienced Senior Manager to lead Services and Subscription Deal Desk operations across the APAC region. The role bridges commercial operations, deal management and strategic partnerships to enable large‑enterprise transactions and accelerate deal velocity.

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 end‑to‑end deal desk operations: qualification, structuring, margin analysis, approval workflows and documentation for enterprise agreements.
• Drive deal velocity and customer value by providing strategic guidance on deal packaging, commercial terms and bundled offerings.
• Partner with sales leadership on high‑stakes negotiations covering pricing strategies, payment terms, scope trade‑offs and risk mitigation.
• Manage Services Deal Desk functions including engagement models, statement of work definition, resource planning and professional services delivery alignment.
• Manage Subscription Deal Desk functions such as licensing structures, metering models, usage‑based consumption scenarios and term flexibility.
• Build and maintain deal desk playbooks, approval matrices and escalation procedures to ensure consistent regional application.
• Analyze deal trends, margin patterns and commercial performance, delivering 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 cross‑functional projects, championing process improvements and tool enablement.

Required profile

• Minimum 12 years of experience in deal management, commercial operations or sales operations, with progression to senior or managerial roles.
• Deep expertise in both Services and Subscription commercial models, including usage‑based pricing, metering and flexible licensing.
• Strong understanding of large enterprise deal dynamics, multi‑product bundles, long‑term contracts and complex negotiations.
• Advanced proficiency in financial analysis, deal margin modelling, NPV calculations and commercial impact assessment.
• Excellent stakeholder management skills with the ability to influence sales leadership, C‑suite finance and cross‑functional partners.
• Experience in the software/SaaS industry and familiarity with enterprise sales cycles and licensing models.
• Regional experience in APAC preferred.

Required skills