Role:  Senior Director, Head of Inspire Value Excellence 

Reports to: Global Vice President, Inspire Value

Location: Major US City

Company 

ServiceNow is creating the future of work. We help the modern enterprise operate faster and be more scalable than ever before.  We’re disruptive. We work hard but try not to take ourselves too seriously. We are highly adaptable and constantly evolving. We are passionate about our product, and we live for our customers. We have high expectations and a career at ServiceNow means challenging yourself to always be better. 

Role

The Inspire Value team is ServiceNow’s consultative customer strategy team focused on helping our customers realize the full value of ServiceNow solutions. The Inspire Value excellence team is an integral part of the Inspire Value team.  The Excellence team is ServiceNow’s Center of Expertise focused on driving innovation at scale by democratizing customer value through programs, value content and thought leadership, data-driven insights and ServiceNow’s value platform.  Key stakeholders include all of ServiceNow, partners and our customers themselves. 

We are looking for a seasoned professional to head up and grow the Inspire Value Excellence team globally. 

Strategic Sales and Value Selling Approach 

•        Key owner and evangelist of ServiceNow's value realization / value management strategy 
•        Primary customer value lifecycle liaison & evangelist across ServiceNow's GTM initiatives  
• Democratize value selling and strategy positioning by scaling out tools and methods for use by various stakeholders across the organization 

Thought Leadership and Content 

• Translate best practice into world class content, tools and methods for broader ServiceNow Ecosystem value selling excellence 
• Run the data analytics and insights innovation engine to optimize SaaS customer usage data as a competitive differentiator 
• Orchestrate and manage large scale thought leadership focused on industry and value including white papers, provocative customer point of views, innovation use cases and value soundbites 
• Ownership and responsibility for to orchestrate / build key industry value templates aligned to value management key deliverables including business case templates, customer journeys, strategic roadmaps, executive interview guides and other key templates to support customer conversations 
• Refine and build end-to-end value messaging content aligned to industries, business imperatives and ServiceNow’s solution portfolio 
• Scale Inspire Value’s Customer Value Story Program working in collaboration with our Customer Advocacy, Marketing and Partner teams

Value Platforms 

• Own the end-to-end value platform strategy across the value management lifecycle from expected value to realized value to value optimization 
• Act as the business owner for the value platform identifying user requirements and working directly with product owners (IT) to build and refine the value platform roadmap

Enablement 

• Responsible for enablement programs for the Inspire Value team including New Hire Onboarding and continuous enablement as well as broader Strategic GTM teams 
• Strong collaboration with Customer Success enablement teams to refine ServiceNow’s business consulting approach to sales and customer success including key topics such as value management / selling / value tools enablement 

Stakeholder management 

• Build and nurture partnerships with the following functions for joint goals 
  • Field organizations like sales, inspire value, solution consulting, specialist sales teams 
  • Marketing, Industry solutions, top accounts 
  • Customer success/ outcomes 
  • Product management, product engineering, IT 
  • Work with the partner community by aligning closely with ServiceNow’s partner organization 

•      External analysts 

To be successful, the ideal candidate would have: 

• A minimum of 15+ years of relevant experience: 
  • Management consultant/ ex-management consultant from a top tier consulting firm with exposure to cloud technologies or a customer-facing business strategy manager with a leading cloud technology vendor 
  • Executive / leadership positions in building industry / strategy / value-based programs and innovations at the global and/or regional level 
  • Managing and influencing teams with diverse backgrounds / experiences to come together to drive big change in organizations 
  • MBA from a top tier institution is preferred
• Ability to simplify and communicate complex topics to an audience with various functional knowledge 
• Ability to think laterally is a must in this role
• Global experience in building offshore / scale centers focused on value management innovation and scale programs, thought leadership and platforms
• Ability to balance needs and requirements, generate consensus, pivot to respond to needs, and work through ambiguity
• Experience inspiring and motivating teams with hands-on expertise, coaching skills, and willingness to roll up your sleeves to help solve challenging problems in a fast-paced, highly collaborative and matrixed environment
• Mindset that true outcomes are not accidental, they are crafted with relentless preparation, collaboration, and a deep focus on the details
• Expertly communicate and advise in 1:1 and 1: many environments
• Highly adept at navigating cross functional teams and leading large, complex programs to drive to sustainable outcomes for organizations and their customers
• Excellent presentation skills including public speaking, meeting facilitation and white boarding
• Skill to confidently build networks and nurture relationships within teams, peers, clients, and senior leadership. You have outstanding communication, facilitation, negotiation, and prioritization skills
• High level of executive gravitas with a humble demeanor
• Exemplary analytical and financial acumen
• Enjoy working in a highly collaborative, fast-paced and often ambiguous environment
• Willing to travel 20% of the time 

ServiceNow is an equal opportunity employer, committed to building a diverse and inclusive company where employees feel that they belong. This means that individuals seeking employment at ServiceNow are considered without regard to race, colour, religion or belief, sex, sexual orientation, gender identity, pregnancy, national original, age, disability, or any other characteristic protected by law. If you are an individual with a disability which is likely to affect you during any part of the application process, you may contact us at [[email protected]] so that we can consider whether we can make any adjustments to the process. 

ServiceNow is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, or veteran status. If you are an individual with a disability and 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.