Principal Strategist - Inspire Value

Company Description
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.
Job Description
ServiceNow is actively seeking an exceptional Principal Strategist for our Inspire Value - Australia & NZ team. As a crucial pillar within ServiceNow Global Industry and Solutions Org, and a senior member of Inspire Value APAC, the team is committed to revolutionizing the enterprise software customer experience and deliver unparalleled value and exponential returns for customers.
Our approach is founded on a understanding of diverse industries, our customers strategic imperatives, and their desired outcomes. We engage extensively with our customers to discern how ServiceNow can effectively drive their digital transformation objectives through bespoke, industry-specific solutions, and strategic partnerships.
At the core of our approach is the proprietary Now Value methodology. The Principal Strategist will leverage this framework to design and lead strategic, consultative interactions that forge consensus and alignment, translating the technical capabilities of the NOW Platform into quantifiable, CXO-level business transformation outcomes.
Drawing from years of practical experience and a profound understanding of both business and technology trends, the Inspire Value Principal serves as an invaluable partner to our sales leadership, account teams, and customer executives, collaborating closely with these stakeholders to ensure mutual success and lasting impact.
This role combines strategic leadership with customer impact and team building in three core areas:
1. Strategic growth and executive influence

• Partner with Sales Leaders to define and execute the regional strategic deals and growth strategy, acting as a key advisor to accelerate sales outcomes
• Directly architect and lead the creation of compelling, board-level investment cases (including TCO, ROI, and risk analysis) for value-led transformations that routinely close multi-million-dollar strategic deals
• Facilitate executive vision and value workshops with C-suite and Board-level, representing ServiceNow as a strategic thought partner for value-led strategic business transformations
• Shape the future of our customers by identifying critical market trends and emerging needs that could lead to partnerships to accelerate our customers' growth and impact in their business

2. Be a trusted elite strategic advisor

• Serve as the lead strategic advisor on must-win deals, personally crafting and delivering bespoke value propositions and business cases to C-level decision-makers
• Act as a highly-skilled mentor and coach for our core Sales and Account teams, elevating their capabilities in strategic value-selling and financial analysis
• Instil a culture of analytical rigour by leading internal coaching and enablement sessions focused on high-impact customer propositions and engagements
• Drive adoption of best practices in strategic value-selling across the region, including detailed value analysis, benchmarking, and executive messaging

3. Organisational alignment and innovation

• Foster a community of collaboration and knowledge sharing, working across internal functions to ensure consistent messaging and direction
• Lead the creation of thought leadership, including industry points of view, best practices, white papers, and executive workshops, establishing NOW as the platform for business transformation
• Act as a market and industry expert, providing data-driven feedback and expertise to Engineering, Product and Solutions to drive continuous product and service improvement

Qualifications
We seek candidates who thrive on complex problem-solving and possess:

• Experience from a top-tier consulting firm, demonstrating a strong foundation in strategic analysis, hypothesis-driven problem-solving, and executive communication.
• A Proven track record personally leading high-stakes, cross-functional projects (internal or external), driving clarity out of ambiguity, solving complex problems, quantifying strategic impact, and influencing outcomes
• Executive presence and gravitas to challenge, advise, and partner with both internal stakeholders and C-level executives and Boards of large organizations
• An owner's mentality to and proven ability to own, drive, and land complex deal strategies, demonstrating vision, bias-for-action, and accountability for customer success

To be successful in this high-visibility, executive role, you must possess the following:

• Executive experience: 12+ years of progressive experience in strategy and management consulting, in-house strategy leader, or investment management
• Strategic acumen: Exemplary analytical and financial experience with the ability to build compelling business and investment cases and quantify complex strategic value
• Leadership and mentorship: Proven ability to inspire, motivate, and influence senior executives to outcomes, with hands-on expertise in coaching and solving challenging problems
• Strategic consulting toolkit: Exceptional skills to build relationships and influencing outcomes at the highest levels, coupled with the integrity, empathy and passion for our mission and customer success
• Adaptability: Ability to balance complex requirements, drive agreement across stakeholders, and quickly learn new solutions, functional, or industry domains
• Technology fluency: Experience with enterprise cloud solutions (NOW platform experience is a significant advantage)
• Industry expertise: Deep industry domain expertise in one or more industries, preferable in Financial Services, Telecommunications, Media and Technology, Natural Resources and Energy
• Flexibility: Ability to travel up to 40-60% of the time across the Asia region

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 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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