Contracts Manager

The Contracts Manager at ServiceNow is essential for reviewing and negotiating customer sales agreements to ensure compliance with the company's risk tolerance and policies. The role involves acting as a trusted business partner, collaborating closely with business teams to facilitate smooth negotiations. Additionally, the Contracts Manager provides guidance on company policies and processes related to customer sales agreements, ensuring all stakeholders are informed and aligned.

For the Contracts Manager role at ServiceNow, candidates are required to hold a law degree and possess 3-5 years of relevant experience, particularly in negotiating technology agreements such as SaaS or software licensing contracts. Strong negotiating and influencing skills are essential, along with the ability to work independently and manage multiple priorities in a fast-paced environment.

ServiceNow fosters a collaborative work environment for Contracts Managers by encouraging teamwork across local and international teams. The company values inclusivity and welcomes diverse backgrounds, ensuring that every employee feels respected and productive. The emphasis on communication skills also aids in creating a cohesive culture where ideas can be shared openly.

Key skills beneficial for a Contracts Manager at ServiceNow include strong negotiation skills, critical thinking, excellent verbal and written communication, and a pragmatic, solutions-oriented mindset. Additionally, proficiency in drafting and legal technical skills, along with a good understanding of revenue recognition principles, will enhance the effectiveness of a Contracts Manager in this role.

ServiceNow is committed to the continuous professional development of its employees, including Contracts Managers. The company provides internal training programs and encourages participation in external academic or industry-related resources, promoting growth and innovation within its teams.

When negotiating customer sales agreements, it's crucial to first understand both the company's requirements and the customer's needs. This means preparing thoroughly by researching the customer's background and potential concerns. I usually aim for a collaborative approach, fostering a win-win environment that values mutual respect.

In one challenging negotiation, I faced a situation where the customer's risk appetite was significantly lower than what we were willing to accept. By actively listening to their concerns and presenting alternative solutions that met both sides' needs, I was able to create a compromise that ultimately led to a successful agreement.

I prioritize my tasks based on deadlines and impact, often utilizing project management tools to keep track of different agreements. I also set aside time daily to review my progress and reassess priorities to ensure I am focusing on the most critical tasks.

I stay updated on trends relevant to contracts management by subscribing to industry newsletters, attending webinars, and participating in professional organizations. Networking with other professionals also provides insights into best practices and emerging trends.

Communication is fundamental in negotiations. It's not just about conveying terms but also about building rapport with the other party. I focus on clear, concise language, ensuring that all interactions are constructive and aimed at fostering an open dialogue.

When conflict arises during negotiations, I approach the situation with empathy and a goal to understand the other party's perspective. I find that acknowledging concerns often diffuses tension and opens the door for collaborative problem-solving.

Essential skills for a successful Contracts Manager include strong negotiation abilities, critical thinking, attention to detail, and excellent communication skills. A deep understanding of legal principles and the ability to manage multiple agreements simultaneously are also vital.

I ensure compliance by thoroughly reviewing all agreements against our policies and legal standards. I also consult with legal counsel when necessary and keep abreast of any changes in legislation that may affect our contracts.

To foster continuous improvement, I would encourage team members to share feedback openly and regularly assess our processes for efficiency. Implementing training sessions on best practices and staying updated with new tools or technology can also drive innovation.

I am inspired to work in contracts management by the opportunity to facilitate meaningful business relationships and support organizational success. The blend of legal expertise and strategic thinking required in this role is what drives my passion.