Sr. Principal Strategist, Inspire Value at ServiceNow (Remote)

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Company Description

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 6,900 customers, we serve approximately 80% 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 roll up their sleeves 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.

Job Description

ServiceNow, Inspire Value Excellence – Senior Principal Strategist

Location(s): Santa Clara, CA USA

This position reports to: Global Senior Director, Inspire Value Excellence


Summary of the position (job description):

ServiceNow is changing the way people work. With a service-orientation toward the activities, tasks, and processes that make up day-to-day work life, we help the modern enterprise operate faster and be more scalable than ever before. 

We’re disruptive. We work hard but try not to take ourselves too seriously. We are highly adaptable and constantly evolving. We are passionate about our product, and we live for our customers. We have high expectations and a career at ServiceNow means challenging yourself to always be better.

The candidate will work closely with leaders throughout the company to ensure our value management assets are threaded throughout our sales life cycle and strategies.

This role requires the leader to have the ability to work in cross-functional teams comprising of leaders from accounts executives, solution consulting, business units, and functional groups. You will also partner with various functions to measure and track critical initiatives and support in the preparation of content for executive discussions.

In this role, you will work on highly complex sales enablement opportunities, gain insight into the strategic and operational sales issues, have exposure to senior-level decision making, and establish relationships with people across the entire company.

We are looking for a person who is an effective influencer, who can rapidly demonstrate impact and value to the organization. The candidate must excel in areas of sales strategy, design thinking, and execution including business analysis, problem solving, program management, executive communication, consensus building and people development.

What you get to do in this role (job responsibilities):

Elevating Value Management Platforms and Discipline

1. Ensure all value management initiatives are based on over-delivery on expected business value and continue to achieve the highest levels of customer satisfaction

2. Create and deploy a consistent approach and tools (e.g. VMP) to enable the wider field sales teams to execute relevant value-based activities in the pre-sales and benefits realization motions

3. Collaborate with business unit owners, account executives, solution consulting, product line sales, and professional services to extend our value management assets throughout the sales life cycle and strategies

4. Elevate the value management function internally across our field sales stakeholders to contribute to the overall account(s) sales strategy

5. Continue to evaluate and build key performance metrics and dashboards that help drive scaled adoption of value management assets across the sales organization

6. Design and manage lightweight collaborative processes, including inputs, outputs, and structured communications for keeping models and metrics current

Innovation on value content and insights

1. Develop new approaches to evolve the ServiceNow value management offerings to help customers achieve differentiated business outcomes

2. Generate insights through advanced analytics, data mining, and voice of customer to improve value management’s impact to the sales and renewal process

3. Lead the evolution of value management content to deliver advance sales operations insights for the regional sales leadership team

4. Continue to identify unique use cases to leverage value management assets to enable our sales team to pursue customers with a large enterprise business objective, thereby, improving our qualified pipeline opportunities and greater NNACV potential

5. Partner with ServiceNow product line business units to keep updated on the latest developments and releases of new functionality and areas of value

6. Continually develop the practice of value advisory through enhancement of methodology, toolsets, and practices

7. Identify, lead and contribute to the creation of best practices, white papers, workshops, etc.


Extensive consultative sales experience

1. You have 12+ years of management experience in a top management consulting firm or software company with a focus on business transformation and sustained execution of continuous optimization initiatives for fortune 500 companies;

2. You obtained a bachelor’s degree with an emphasis in a quantitative field; advanced degree is preferred

3. You know that true outcomes are not accidental, they are crafted with relentless preparation, collaboration, and a deep focus on the details

4. Drive accountability with all team members to ensure operational excellence and quality of deliverables

5. Excellent situational awareness in handling objections in dynamic customer environments

6. Executive presence while collaborating with and successfully influencing the C-suite to act

7. Strong verbal and written communication of qualitative and quantitative business cases

8. Deep financial analysis and modeling of ROI and TCO concepts to justify business cases

Collaborative servant leadership style

1. Must be a team player that is goal-oriented and confident, with aptitude and strong desire to build high-performing teams. This individual must demonstrate an ability to get things done, manage multiple stakeholders both internally and externally with both direct line and dotted line team members, build consensus and resolve conflict in a highly collaborative manner.

2. Embodies leadership qualities such as growth mindset, high accountability and integrity combined with a desire to make teammates and customers successful

3. Ability to work across matrix organizational setups that often extend beyond company boundaries and vertically from directors to C-level executives

4. Strong facilitation skills, to encourage clear articulation of the business issues, effective solutions and need to act

5. Diligent at measuring and communicating progress to achieve targeted business results, identifying obstacles and associated remediation plans

Additional Information

ServiceNow is an Equal Employment 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.

If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at +1 (408) 501-8550, or [email protected] for assistance.

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

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Where we are

Before COVID, we were in a new building on Lake and Racine in the West Loop. Right now we're physically distanced but trying to stay social connected!

What are ServiceNow Perks + Benefits

ServiceNow Benefits Overview

We make work better for people—including our own. From work environments that help us do our best work, to benefits and a culture that encourage employees to stay healthy, happy, engaged, and growing, we keep our people at the center of everything we do.

Volunteer in local community
Full-time employees get 20 hours per year to volunteer with the non-profit of their choice.
Friends outside of work
Eat lunch together
Daily sync
Open door policy
Open office floor plan
Documented equal pay policy
Dedicated Diversity/Inclusion Staff
Unconscious bias training
Diversity manifesto
Mean gender pay gap below 10%
Diversity Employee Resource Groups
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Wellness Programs
Onsite Gym
Retirement & Stock Options Benefits
401(K) Matching
Starting in 2019
Company Equity
Employee Stock Purchase Plan
Purchase company stock at a 15% discount semi-annually
Performance Bonus
Match charitable contributions
Child Care & Parental Leave Benefits
Child Care Benefits
Generous Parental Leave
Starting in 2019 - 20 weeks for birthing parent, 12 weeks for non-birthing parent
Flexible Work Schedule
Remote Work Program
Work remotely on occasion as needed.
Family Medical Leave
Adoption Assistance
Vacation & Time Off Benefits
Unlimited Vacation Policy
Generous PTO
Paid Volunteer Time
Starting in 2019 - 20 hours a year starting in 2019
Paid Holidays
Paid Sick Days
Perks & Discounts
Beer on Tap
With an in house craft beer geek procuring
Casual Dress
Commuter Benefits
Pre-tax contribution plan for commuter expenses - transit and parking
Company Outings
Site social activities periodically
Game Room
Shuffle board, pool table, table games and more!
Stocked Kitchen
Happy Hours
Every Thursday!
Professional Development Benefits
Tuition Reimbursement
Up to $5,250 reimbursed annually for qualified expenses
Diversity Program
Lunch and learns
Cross functional training encouraged
Promote from within
Mentorship program
Online course subscriptions available

An Insider's view of ServiceNow

What’s the vibe like in the office?

This is an idea space. It’s a place where we’re all operating on the same wavelength. We’re all interested in what we’re working on, right? And you hear it in people’s voices. You see it in people’s work.


Software Developer

What does your typical day look like?

There’s never a day where I don’t feel like I’m doing something purposeful or valuable to my team or company.


Business Systems Analyst

How does the company support your career growth?

It’s a good place to be in, in that it’s a company that’s growing very fast, but it doesn’t have that big company feel. You don’t feel like a number in a system and you can articulate and know where you want to go. There are people here who can help you get there.


Account Executive

What’s the vibe like in the office?

ServiceNow is unique because the people in this company are so incredibly special and unique. I can't think of enough kind words and amazing words to say about them. They really are my family.


Senior Manager, Global Sales Development

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