Full job description

Company Description

Who we are:

Armis from ServiceNow, protects the entire attack surface and manages an organization’s cyber risk exposure in real time. Combined with ServiceNow’s Security and Risk capabilities, as well as Identity Security capabilities from Veza, we bring together all critical capabilities to secure every asset, every identity - incl. AI Agents - across all environments with the right level of context - security, operational and business - to build the first of its kind autonomous defense platform for the Agentic Enterprise.

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.

Job Description

The Deals Operations & Commercial Strategy Manager serves as a trusted advisor to Sales leadership and Account Executives, helping drive successful customer outcomes through commercial strategy, deal modeling, customer-facing proposals, and sales enablement.

This role partners directly with sellers throughout the sales cycle to translate customer business requirements into compelling commercial solutions. The Principal Manager helps account teams identify the appropriate products, packaging, and pricing structures to meet customer use cases while supporting company growth objectives.

The ideal candidate combines strong commercial acumen, sales strategy expertise, and communication skills with the ability to simplify complex offerings into clear, customer-facing value propositions.

Commercial Strategy & Deal Support

• Partner with Account Executives and Sales Leaders to develop opportunity-specific commercial strategies.
• Assist in structuring new business, expansion, renewal, and cross-sell opportunities.
• Build pricing models, deal analyses, and scenario planning that support customer and business objectives.
• Provide guidance on commercial constructs, packaging, licensing, and pricing options.

Customer-Facing Proposal Development

• Create executive-ready customer-facing proposals, pricing presentations, business cases, and investment summaries.
• Translate complex product, commercial, and pricing information into customer-friendly recommendations.
• Develop compelling value narratives that align proposed solutions with customer business outcomes.
• Support customer discussions related to pricing approaches, solution recommendations, and commercial options.

Product & Solution Alignment

• Partner with Account Executives to understand customer business challenges and desired outcomes.
• Guide sales teams on product selection, licensing strategies, and solution alignment.
• Ensure proposed solutions address customer requirements while maintaining consistency with company offerings and strategies.
• Serve as a resource for sellers on packaging, product positioning, and commercial best practices.

Sales Enablement

• Coach Account Executives on deal strategy, pricing conversations, proposal development, and commercial positioning.
• Develop repeatable templates, tools, and best practices that improve sales effectiveness.
• Deliver training on commercial strategy, deal modeling, and value-based selling.

Qualifications

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• 8+ years of experience in Sales Operations, Revenue Operations, Deal Strategy, Commercial Operations, or related fields.
• Experience supporting enterprise software or SaaS sales organizations.
• Strong understanding of pricing, licensing, packaging, and commercial business models.
• Demonstrated experience creating customer-facing proposals and executive presentations.
• Ability to evaluate customer use cases and align appropriate products and solutions.
• Strong analytical, financial modeling, and business case development skills.
• Excellent communication and presentation skills.
• Ability to influence across Sales, Product, Finance, Revenue, and Customer Success organizations.
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