Principal Strategist, Inspire Value- Federal



Vienna, VA, USA
Posted on Tuesday, June 25, 2024

Company Description

At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you.

With more than 7,700+ customers, we serve approximately 85% of the Fortune 500®, and we're proud to be one of FORTUNE 100 Best Companies to Work For® and World's Most Admired Companies™.

Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.

Unsure if you meet all the qualifications of a job description but are deeply excited about the role? We still encourage you to apply! At ServiceNow, we are committed to creating an inclusive environment where all voices are heard, valued, and respected. We welcome all candidates, including individuals from non-traditional, varied backgrounds, that might not come from a typical path connected to this role. We believe skills and experience are transferrable, and the desire to dream big makes for great candidates.

Job Description

What you get to do in this role:

Customer Advisory

  • Engage executives to determine and manage custom industry-aligned digital transformation advisory engagements at select customers, applying ServiceNow methodologies
  • Lead discovery workshops with prospective and existing customer leadership and their teams to understand goals and challenges
  • Document and present insights and recommended solutions to meet customer goals
  • Create high-quality deliverables that communicate strategic agreement, present multi-year roadmaps and document the full business case to justify action
  • Communicate and advise in 1:1 and 1: many environments

Sales and Customer Success Advisory

  • Work with sales and customer success to help determine account plans and sales strategy for accounts in the region.
  • Provide expertise to help assess and prioritize accounts and strategies
  • Provide full lifecycle business outcome and value realization advice

Thought leadership

  • Identify and lead to the creation of new IP (best practices, white papers, workshops, etc.)
  • Improve current methods and frameworks
  • Work with and enable the ServiceNow teams on a business consulting approach to sales


To be successful in this role you have:

  • 10+ years of relevant experience as a Management consultant with exposure to cloud technologies or a customer-facing strategy manager with a technology vendor
  • Executive / leadership experience working on digital transformation projects or enterprise software deployments preferred
  • Experience in a major industry (such as FSI, Telco, Manufacturing, Retail, etc.) is preferred
  • Experience developing C-Level relationships with an ability to simplify and communicate complex topics to an audience
  • Experience with public speaking, meeting facilitation and white boarding
  • Deep customer connects in regions
  • High level of executive presence with a humble demeanor
  • Analytical and financial experience
  • Enjoyment working in a collaborative environment
  • Ability to travel up to 40% of the time

For positions in the District of Columbia, we offer a base pay of $165,825 - $273,675, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

Additional Information

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.

At ServiceNow, we lead with flexibility and trust in our distributed world of work. Click here to learn about our work personas: flexible, remote and required-in-office.

If you 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 [email protected] 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.

Please Note: Fraudulent job postings/job scams are increasingly common. Click here to learn what to watch out for and how to protect yourself. All genuine ServiceNow job postings can be found through the ServiceNow Careers site.

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