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Salary: USD 153,300 - 252,900 / annual
ServiceNow is seeking an experienced Corporate Counsel to support its SaaS and professional services sales to Federal, State, and Local government customers. This is a full-time hybrid position based in Vienna, Virginia, reporting to the U.S. Public Sector lead counsel.
In this role, you will:
• Review and negotiate master SaaS licensing agreements, professional services agreements, work orders, statements of work, and nondisclosure agreements that align with company policies and risk tolerance, collaborating closely with business executives.
• Serve as subject matter expert for channel partner issues and agreements, RFP responses, enterprise licensing agreements, and Federal, State, and Local contracting documents.
• Collaborate cross-functionally with finance, sales operations, deal desk, product operations, support, security, and other business units to ensure agreements protect company interests.
• Support continuous improvement of standard agreement forms and legal processes.
• Act as a trusted business partner, responding promptly to internal customer requests.
• Provide counsel and training to internal stakeholders on company policies, legal issues, and risk tolerance.
ServiceNow is the AI control tower for business reinvention, with an AI platform that brings together any AI, any data, and any workflow. The company serves 85% of the Fortune 500 and is building an AI-native culture.
REQUIREMENTS:
• Undergraduate degree and law degree from highly regarded schools
• Active membership in at least one U.S. State bar
• Minimum 5 years of relevant experience practicing government contracts at federal and/or state levels at a law firm, corporation, or government agency
• Extensive experience with Federal, State, and Local government procurement processes and regulations, including FAR and DFARS
• Experience negotiating agreements with government customers, including understanding of regulations applicable to commercial item prime contractors and subcontractors
• Strong understanding of GSA Schedule Cooperative Purchasing and State and Local Government procurement vehicles such as NASPO ValuePoint
• Familiarity with channel (distributors, resellers) and related practice issues
• Experience working cross-functionally with internal organizations
• Excellent negotiating and influencing skills with talent for non-confrontational, win-win negotiations
• Exceptional critical thinking abilities, strong business acumen, and excellent business judgment
• Ability to work independently, manage multiple priorities, and pivot in a fast-paced, high-growth environment
• Excellent verbal and written communication skills; ability to distill complex issues clearly
• Desire for close collaboration with sales and sales support to close deals efficiently with a practical approach
• Proficient drafting and legal technical skills with keen attention to detail
PREFERRED:
• Experience supporting due diligence for mergers and acquisitions of government contractors or commercial companies with robust government contracts business portfolios
• Deep understanding and experience supporting commercial contracting under FAR Part 12
