AVP, APJ Strategic Customer Engagements (Elevate)

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.

ServiceNow makes work, work better for people. Our cloud-based enterprise platform and products streamline and simplify how work gets done. With more than 7,700+ customers, we serve approximately 85% of the Fortune 500®, and we're proud to be one of FORTUNE 100 Best Companies to Work For® and World's Most Admired Companies™. Reporting to the Group Vice President of Strategic Customer Engagements (Elevate), the AVP, APJ Strategic Customer Engagements (Elevate) will lead a team of experienced deal leads across APJ and drive ServiceNow’s most strategic large-deal execution across the region, with a focus on transformational transactions greater than $5M+ NNACV and multi-year agreements representing $25M+ in total contract value. This leader will act as the in-region executive deal lead for complex opportunities while leading, coaching, and scaling a high-performing team responsible for strategic pursuits across APJ. The role is accountable for building a disciplined, programmatic approach to large-deal execution across APJ Major Areas and partnering with regional sales leadership, account teams, Deal Desk, Finance, Legal, Product, Customer Success, and executive sponsors to accelerate sales cycles, increase deal quality, and convert strategic opportunities into closed revenue. The AVP will bring strong commercial acumen, executive presence, and deep enterprise deal experience to shape complex, high-value agreements that maximize customer outcomes and ServiceNow growth. This includes shaping demand plans, developing creative commercial models, leading complex negotiations, and orchestrating the internal and external resources required to close high-value transactions. The role will help Elevate scale a more repeatable, disciplined approach to identifying, shaping, and closing transformational deals across APJ through strong regional leadership, team development, and consistent execution standards. Priorities & Responsibilities Align resourcing and prioritization with APAC Major Area leadership to focus Elevate coverage on the largest, most strategic opportunities with clear potential to exceed $5M+ NNACV and drive meaningful total contract value. Serve as the executive deal lead for priority APJ pursuits, owning deal strategy, qualification, demand planning, commercial structuring, negotiation strategy, close execution, and post-close transition. Drive disciplined large-deal execution across opportunities with complex buying committees, multi-product scope, long-term platform commitments, and significant customer transformation potential. Build and manage a clear portfolio view of APJ strategic pursuits, tracking progression, deal health, next steps, risks, blockers, and senior-leader escalations with rigor. Partner closely with account teams and regional sales leaders to identify, shape, and advance transformational deals earlier in the sales cycle—not just support deals already in motion. Champion collaborative, integrated GTM motions across APJ and globally, including account planning, strategic pursuits, executive deal reviews, opportunity review cadences, and out-quarter pipeline development. Develop