Sr. Principal Strategist, Inspire Value - Telco & Media Strategist

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.

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.  

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 

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:  

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 Telco & Media. 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 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 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 

• 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.  
• 5+ years of experience in the Telco industry with proven success in guiding strategy, operations, and day-to-day functions   
• 10+ years at a top-tier consulting firm designing and driving transformational change for Telco & Media 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 withthe  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 fields 

For positions in this location, we offer a base pay of $189,100 - $331,000, 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.

Work Personas

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.

Equal Opportunity Employer

ServiceNow is an equal 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. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements. 

Accommodations

We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [email protected] for assistance. 

Export Control Regulations

For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities. 

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