Principal Strategist, Inspire Value in London

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.

Moveworks is the Agentic AI Assistant platform that empowers the entire workforce. Our platform enables employees to converse with all of their business systems through natural language to quickly find answers and automate tasks. Powered by the world's most advanced LLMs, our proprietary models, and a sophisticated Agentic AI platform, we're transforming how work gets done by allowing AI to take initiative, streamline complex workflows, and continuously learn and adapt. Moveworks is trusted by over 5.5 million employees at more than 350 of the world's largest companies, including 10% of the Fortune 500, to automate everyday tasks and streamline business operations.

As a foundational member of the Go-to-Market (GTM) team, you will play a strategic role at the center of our company, working with customers to identify the operational, strategic, and financial impact that Moveworks AI technology can have on their organizations. In this highly visible role, you will be a key leader in helping grow our Business Value Services function, collaborating with sales teams on our largest and most strategic customers, engaging senior executives on their most top-of-mind challenges and opportunities, and building foundational assets to support our GTM strategy.

What You Will Do:

• 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) growth.
• 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.
• Develop 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.
• Establish feedback loops across the GTM team of Moveworks and ServiceNow that enable us to continually iterate and scale our value messaging and Better Together messaging and positioning to the market.

Qualifications:

• 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.

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.

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.