ServiceNow · 21 hours ago
Sr. Principal Strategist, Inspire Value
United States
Full-time
Remote
Senior Level, Lead/Staff
$192K/yr - $301K/yr
6+ years expServiceNow is a global market leader in AI-enhanced technology, and they are seeking a Sr. Principal Strategist to play a strategic role in their Go-to-Market team. This position involves collaborating with various teams to identify the impact of Moveworks AI technology on organizations, while also focusing on building foundational assets to support the GTM strategy.
Artificial Intelligence (AI)Enterprise SoftwareCloud ComputingSaaSAgentic AIBusiness Process Automation (BPA)Cloud ManagementRobotic Process Automation (RPA)
Responsibilities
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
Qualification
Required
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 else's 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
Bachelor's degree required, MBA preferred
Fluency in English is required; proficiency in Spanish, French, or German is a plus
Preferred
MBA preferred
Familiarity with methodologies such as MEDDIC and Force Management a plus
Proficiency in Spanish, French, or German is a plus
Benefits
Health plans
Flexible spending accounts
401(k) Plan with company match
ESPP
Matching donations
Flexible time away plan
Family leave programs
Company
ServiceNow
ServiceNow is an AI platform that delivers IT operations, field service management and app engine solutions.
10001+ employees
H1B Sponsorship
ServiceNow has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (910)
2024 (876)
2023 (807)
2022 (840)
2021 (447)
2020 (439)
Funding
Current Stage
Public CompanyTotal Funding
$83.7MKey Investors
Sequoia CapitalJMI Equity
2022-12-09Post Ipo Equity
2012-07-29IPO
2012-03-20Private Equity· $10.98M
Leadership Team
William McDermott
Chairman and CEO
Pat Casey
Chief Technology Officer & EVP of DevOps
Recent News
Morningstar.com
2026-02-09
2026-02-09
Company data provided by crunchbase