Public Sector Corporate Counsel, Sr Manager

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.

ServiceNow is making the world of work, work better for people. Our cloud-based platform and solutions deliver digital workflows that create great experiences and unlock productivity for employees and the enterprise. We’re growing fast, innovating faster, and making an impact on our customers’ and employees’ lives in significant and important ways. With over 7,000 customers, we serve approximately 85% of the Fortune 500, and we’re on the 2020 list of FORTUNE World’s Most Admired Companies.®

We’re looking for people who are ready to jump right in and help us build on our incredible momentum, our diverse, engaged workforce, and our purpose to make the world of work, work better. Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.

We are seeking an experienced, highly motivated, and pragmatic attorney to serve as a Senior Manager for US public sector contracting.  The role will support a team covering ServiceNow’s SaaS and professional services sales to customers in Federal, State, and Local government, and higher education sectors, with additional support for related commercial customers.  This is a great opportunity to work on cutting-edge issues in an exciting, fast-paced environment. The position will report to the lead of our global public sector transactions team. 

This position is available for fully remote, but on-site presence in our Vienna, VA office is strongly preferred. 

Responsibilities will include: 

• Review and negotiate master SaaS licensing agreements, professional services agreements, and related agreements that meet the company’s requirements under its policies, including those for risk tolerance, while working collaboratively with the business team, including various executives.
• Represent ServiceNow in negotiations with external parties, including customers and government agencies.
• Serve as subject matter expert for responses to requests for proposals (RFPs) and other types of US Federal, State, and Local government contract solicitations.
• Collaborate with finance, sales operations, deal desk, product operations, support, security and other business units at all levels throughout the organization to ensure that agreements adequately protect the company’s interests.
• Lead and manage a team of commercial legal professionals, providing mentorship, guidance, and fostering a collaborative and high-performing work environment.
• Anticipating, guarding against, and advising all levels of the business organization on legal risks involving the companies under your portfolio
• Support the continuous improvement of standard forms of agreement and legal processes.
• Be a trusted business partner, responding in a timely and productive manner to requests from internal customers
• Counsel and deliver training to internal customers regarding company policies, legal issues, and risk tolerance.

• The successful candidate is required to hold a law degree and is currently licensed to practice law in at least one State within the United States
• At least 7+ years’ relevant experience at a major law firm and in-house, with at least 5 years in-house commercial contracting experience dealing with SaaS or software licensing transactions and supporting a sales organization and experience in managerial or leadership role within an in-house legal department.
• Extensive experience with Federal, State, and Local government procurement processes, rules, and regulations, such as the FAR and DFARS.
• Experience negotiating agreements with government customers, including understanding of relevant regulations applicable to commercial item prime contractors and subcontractors
• Strong understanding of GSA Schedule Cooperative Purchasing under IT 70, and State and Local Government procurement vehicles such as NASPO ValuePoint
• Familiarity with channel (distributors, resellers) and related practice issues.
• Understanding of U.S., Canada and E.U. data security and privacy laws

In order to be successful in this role, we need someone who has:

• Excellent negotiating and influencing skills, and a talent for non-confrontational, win-win negotiations
• Exceptional critical thinking abilities, who possesses strong business acumen and excellent business judgment; must be able to work independently, manage multiple priorities, and pivot between responsibilities in a fast-paced, high-growth environment
• Excellent verbal and written communication skills with ability to distill complex issues clearly and communicate well both one-on-one and in groups, and in internal and external contexts
• In-depth knowledge of commercial law, contract law, and relevant regulatory frameworks.
• Ability to work cross-functionally with sales and other internal organizations to resolve questions.
• Proficient drafting and legal technical skills, with keen attention to detail
• Firm understanding of revenue recognition principals

We provide competitive compensation, generous benefits and a professional and cordial atmosphere. This is a very collaborative and inclusive work environment where individuals strong on aptitude and attitude will have an opportunity to grow their professional careers through working with some of the most advanced technology and talented colleagues in the business.

Not sure if you meet every qualification? We still encourage you to apply! We value inclusivity, welcoming candidates from diverse backgrounds, including non-traditional paths. Unique experiences enrich our team, and the willingness to dream big makes you an exceptional candidate!

For positions in this location, we offer a base pay of $193,000 - $337,800, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

Work Personas

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work. Learn more here.

Equal Opportunity Employer

ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements. 

Accommodations

We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [email protected] for assistance. 

Export Control Regulations

For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities. 

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