Sr. Principal Strategist, Inspire Value - Telco and Media

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

The Telco & Media Strategist is a role that operates together with ServiceNow’s customer-centric sales teams as well as with other key functions within ServiceNow (i.e., executive offices, industry go-to-market, solution sales) to identify, calculate, and develop value narratives for our most strategic customer and biggest bets. These narratives must demonstrate how ServiceNow’s solutions impact our customers’ P&L (reduce costs, increase revenue), show industry relevancy across Telco & Media’s priorities and challenges, and be compelling in nature. S/he will serve as the main point of contact for the AMS based Telco & Media account sales teams. They will help our account teams to connect with senior and C-suite stakeholders and take our messaging, communications and experience to the next level with a financial acumen and industry-based lens.

Key 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
• Experience in a customer facing roll selling and delivering consulting services

Responsibilities

S/he will closely align with our core and solution account teams to seed and develop strategic opportunities. S/he will build trusted relationships with customer and partner executives, partner with sales leaders, and be a significant contributor to the revenue growth in our Telco & Media accounts in AMS.

This Strategist is responsible for three specific areas of responsibility, including:

• 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 dream big value narrative ideas.
• Value output driving pipeline generation and expansion: Partnering 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 customer audience and personas (i.e. CIO vs. line of business owner).
• 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.

Candidate Profile

A compelling candidate brings a unique combination of experiences, spanning senior leadership experience in the Telco industry, an understanding of financial modeling and acumen, and depth of expertise in strategic consulting. S/he is expected to “roll up their sleeves” and is equally comfortable devising a multi-year strategy to penetrate the local market while also updating a tracker with the status of existing opportunities and key areas of pursuit. S/he thrives in a high growth, fast-paced environment, and can maintain a ‘north star’ point of view despite managing the urgent requests of a given day. S/he will maintain a pulse on broader ServiceNow and Global Sales.

Location Type

Remote

Employment Type

Full-time