Sr. Principal Strategist, Inspire Value

As a foundational member of the Go-to-Market (GTM) team you will play a strategic role at the center of our company working with customers to identify the operational strategic and financial impact that Moveworks AI technology can have on their this highly visible role you will be a key leader in helping grow our Business Value Services function collaborating with sales teams on our largest and most strategic customers engaging senior executives on their most top-of-mind challenges and opportunities and building foundational assets to support our GTM strategy.

Were building a team that will thrive in a dynamic sales environment laser-focused on consistently surpassing our revenue targets. To be successful youll not only work closely with our founders and Sales leaders but also forge strong relationships with our Product Data Science Solution Architecture and Customer Success teams. 

This cross-functional collaboration will be key to scaling the Business Value Services function demonstrating to customers a significant value opportunity return on their investment and engagement model that positions them for a long-lasting partnership with Moveworks.

What you get to do in this role:

• Partner with internal GTM stakeholders (namely Presales Data Science Customer Success and GTM Enablement) to build operationalize and scale assets that support consistent value messaging and net new annual contract value (NNACV)
• Partner with Customer Success Renewals and Account Team to evaluate and strategize on best practices approaches recommendations and retention strategies for our customer baseContinue to develop and iterate on new value models KPIs and executive presentations to demonstrate the value of Moveworks and the future potential of Moveworks to unlock maximum value
• Partner closely with the Inspire Value team and other cross-functional team members across Moveworks and ServiceNow to develop various joint-value/Better Together messaging GTM operating models industry specific solution mapping value chain and other similar assets to support vertical and horizontal selling strategies
• Support the highest value pursuits across Moveworks/ServiceNow with white-glove level support in all aspects of the sales cycle from Discovery to Close. 
• Educate Sales presales and postsales teams on value selling best practices to maximize pipeline generation and conversion efforts
• Be a trusted advisor on Deal Strategy Reviews providing thought leadership on market/industry/customer trends that support value selling at an enterprise level
• Lead value-based discovery workshops with customers and prospects (technical and business stakeholders) to identify key business objectives & initiatives document current state processes uncover operational challenges and identify sources of strategic and financial value.
• Build and deliver compelling high-impact executive-facing business value narratives for CxOs actively collaborating with Sales Leadership Sales and GTM colleagues within your assigned territory
• Lead the development and ongoing maintenance of the comprehensive value models (e.g. return on investment total cost of ownership) to quantify business value that can be unlocked by adopting agentic generative AI solutions for all products and packaging mixes offered
• Establish feedback loops across the GTM team between ServiceNow and Moveworks that enable us to continually iterate and and scale our value messaging to enhance our Better Together story

Qualifications :

To be successful in this role you have:

• 6 years of professional experience with progressive experience in consultative strategic and analytical customer-facing roles (e.g. value engineering business value services management consulting IT consulting etc.)

• Strong executive presence and proven track record of advising C-suite executives towards successful business outcomes 

• Excellent strategic consulting skill-set including discovery analysis quantitative modeling communication story-telling persuasion and project leadership skills.

• Highly proficient in building financial models (ROI & TCO) and presentations for senior executives using Microsoft Excel Google Sheets Microsoft Powerpoint Google Slides or similar tools

• Experience in executing complex SaaS sales engagements with large enterprises using a consultative/ROI-based/value selling sales approach; familiarity with methodologies such as MEDDIC and Force Management a plus

• Driven high-energy self-starter comfortable leading and executing initiatives in a dynamic environment balancing competing projects customer needs and organizational priorities

• Deep understanding of the strategic and financial impact of analytics machine learning and AI for enterprises 

• A nothing is someone elses problem mentality - willingness to learn new skills and roll up sleeves to achieve successful business outcomes

• Willingness to travel up to 40% of the time visiting customers to run discovery sessions and present back findings and solutions 

• Bachelors degree required MBA preferred 

• Fluency in English is required; proficiency in Spanish French or German is a plus

For positions in this location we offer a base pay of $192400 - $300650 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.

Additional Information :

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 and their assigned work location. Learn more here. To determine eligibility for a work persona ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.

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 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 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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Remote Work :

Yes

Employment Type :

Full-time