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ServiceNow, Inc. Sr. Principal Strategist, Inspire Value in Austin, Texas

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 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 (https://blogs.servicenow.com/category/life-at-now.html) and hear from our employees (https://www.youtube.com/playlist?list=PLtPPHGXv_JpmhypERyQKm5zO2Wd65QinB) about their experiences working at ServiceNow.

The Strategic Go-to-Market organization is a newly created function combining our Value Management, Inspire, Industry Solutions, Industry Go-to-Market and Top Accounts teams under a single umbrella. Our organization provides outstanding services to our quota-carrying field sales organization and to our end customers and prospects. We understand industries, our customer's strategy and desired outcomes and provide industry relevant solutions that achieve demonstrative customer value.

We help bring a creative customer engagement experience through our Now Value framework, at-scale using best practices and expertise culled from our experts and from system data from thousands of customers who use the Now Platform for digital transformation.

The Go to Market (GTM) Top Accounts Team provides programmatic support to our accounts, providing a geographically aligned engagement with account teams to ensure the success of our largest clients. As part of the GTM team of Industry and Value, the team provides a connective tissue to the field and extended teams. We are looking for a strategic driver to expand on sales strategy and be the connective tissue across the field and extended partners. You will support four areas including:

  • Deploy "Dream Big Engagements" to bring systematic, front-to-back approach for creating large strategic opportunities and building long-term customer relevance

  • Run "NowValue Business Reviews' as quarterly account reviews with c-suite to showcase value realized, highlight value optimization opportunities and discuss future growth

  • Lead Industry Advisory Boards at twice annual industry forums for customers to network, gain access to executives and experts, and influence product strategy

  • The leader will use management skills to overachieve in a sales environment. They will be strategic and know how to use data to make decisions and build stretching growth plans.

What you get to do in this role:

  • Provide strategic services to sales and customers to increase annual contract value and expand ongoing pipeline

  • Develop, communicate and build a multi-year plan to grow business

  • Work with industry, value and advisory matrix teams to develop industry specific GTM strategies

  • Collaborate on go-to-market strategy: GTM, Solution Sales, Solutions Consulting, Field Marketing, Customer Success, Professional Services and Alliance and Channels

  • Be a trusted advisor who sets a high-bar, leading from the front

  • Demonstrate expertise to promote new customer engagement

  • Work with senior sales leadership, including Global EVPs, Geo leads and P4

  • Help improve Strategy Decks/Account Plans and JPPs

To be successful in this role you have:

  • 15= years of experience in field sales/sales management or consulting in a matrixed and complex sales environment with a focus on aligning to company plans

  • Strategic consultative mindset, understand business and people change, can engage with depth at C-Level

  • C-Suite Consultative approach

  • Experience building multi-tiered customer relationships and C-Suite influencers

  • Experience growing talent

  • Knowledge and demonstrated skills in sales techniques, customer interaction, customers relations

  • An ability to respond to large amounts of complex data

FD21

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 (tel:(408)%20501-8550) , or talent.acquisition@servicenow.com 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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