Principal Strategist

Job Description

The Technology 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 Technology’s priorities and challenges, and be compelling in nature.  

S/he will serve as the main point of contact for the AMS based Technology 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.  

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

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 Technology accounts in AMS.  

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

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 dream big value narrative ideas.  
2. 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). 
3. Value KPI design: identify the value of use cases and key processes within Technology. Work with cross-functional teams to infuse these insights and KPIs into value models, business cases, and executive presentations.  

A compelling candidate brings a unique combination of experiences, spanning senior leadership experience in the Technology 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 priorities, programs, and communications, and advise on ideal messaging, channels and approaches with the goal of delivering the best possible solution for customers.  We're looking for a high-energy, relationship building and empathetic partner who has a business building mindset and is a remarkable communicator!  

Qualifications

Qualifications

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI’s potential impact on the function or industry.  
• 3+ years of experience in the Technology industry with proven success in guiding strategy, operations, and day-to-day functions   
• 8+ years at a top-tier consulting firm designing and driving transformational change for Technology clients  
• Exceptional financial acumen and modeling skills 
• Exceptional executive presentation skills – in person, on Zoom, C-level  
• Ability to develop trusted advisor relationships with customers and sales organizations; demonstrated ability to advise and influence senior leaders, multiple teams/departments on strategy, messaging, and customer engagement   
• Experience producing thought leadership content and communications  
• Resourceful, self-motivated, and able to prioritize independently, shifting workloads in a dynamic, high-growth environment  
• Agile business mind; adept ability to work in a matrix organization structure with a highly distributed team, leading through influence and relationship-building 
• Proven ability to achieve revenue targets for an overall region and accounts, in partnership with direct account sales teams 
• Superior organizational skills with the ability to effectively prioritize 
• Ability to travel up to 40% of the time 
• Bachelor's and/or Master's degree in Business, Technology, Engineering, or related field

Compensation is based on the geographic location in which the role is located and is subject to change based on work location.