Job Description: Telco & Media Strategist

Employment Type: Full-time Location Type: Remote

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.

Position Overview

The Telco & Media Strategist operates with ServiceNow’s customer-centric sales teams and other key functions (executive offices, industry go-to-market, solution sales) to identify, calculate, and develop value narratives for strategic customers. These narratives must demonstrate how ServiceNow’s solutions impact customers’ P&L (reduce costs, increase revenue), show industry relevancy across Telco & Media priorities and challenges, and be compelling.

The Strategist will serve as the main point of contact for AMS-based Telco & Media account sales teams, helping them connect with senior and C-suite stakeholders. The role involves elevating messaging, communications, and customer experience through financial acumen and an industry-based lens.

Key Responsibilities

The Strategist is responsible for three specific areas:

1. Industry-Relevant Value Strategy

• Develop value narratives and horizons for ServiceNow’s most strategic customers that are industry relevant and compelling.
• Work with account teams to identify and align ServiceNow’s extended go-to-market teams around strategic value narrative ideas.

2. Value Output Driving Pipeline Generation and Expansion

• Partner with account executives and their teams to progress pipeline by infusing value and industry expertise.
• Calculate analyses for top pursuits, including value estimates and outcome-focused business cases.
• Tailor storytelling and deliverables for different customer audiences and personas (e.g., CIO vs. line of business owner).

3. Value KPI Design

• Identify the value of use cases and key processes within Telco & Media.
• Work with cross-functional teams to infuse these insights and KPIs into value models, business cases, and executive presentations.

Requirements & Qualifications

The ideal candidate brings a powerful combination of:

• Consulting experience at a leading strategy/consulting firm.
• Experience acquired from working for a leading telecommunications company.
• Working knowledge of how technology can and should be leveraged to drive transformation change in the Telco & Media industry.
• Experience in a customer-facing role selling and delivering consulting services.
• Senior leadership experience in the Telco industry.
• Understanding of financial modeling and acumen.
• Depth of expertise in strategic consulting.

The candidate is expected to "roll up their sleeves" and be comfortable devising multi-year strategies while also managing the status of existing opportunities.

Ideal Candidate Profile

• Thrives in a high-growth, fast-paced environment.
• Can maintain a clear strategic point of view while managing urgent daily requests.
• Builds trusted relationships with customer and partner executives.
• Partners with sales leaders.
• Contributes significantly to revenue growth in Telco & Media accounts in AMS.
• Maintains a pulse on broader ServiceNow and Global Sales initiatives.