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Principal Strategist, Inspire Value Excellence - Enablement

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Company Description
ServiceNow is making the world of work, work better for people. Our cloud-based platform and solutions deliver digital workflows that create great experiences and unlock productivity for employees and the enterprise. We're growing fast, innovating faster, and making an impact on our customers' and employees' lives in significant and important ways. With over 6,900 customers, we serve approximately 80% of the Fortune 500, and we're on the 2020 list of FORTUNE World's Most Admired Companies.®
We're looking for people who are ready to jump right in and help us build on our incredible momentum, our diverse, engaged workforce, and our purpose to make the world of work, work better.
Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.
Job Description
What is the Inspire Value Excellence Enablement team mandated to do? Our mandate is to work with all sellers across ServiceNow to make them better at the 'art and science of value selling'. What does that mean? How do we help all customer-focused personas (e.g.: account executives, solution consultants, value managers, success architects, customer success managers, etc.) get better at focusing on measurable customer outcomes throughout the customer lifecycle. Initially, during the sales process, how do we help them best identify strategic and operational outcomes aligned to the customer's strategic goals? Then, how do we help them to effectively baseline outcome measurements after a sale? Then, how do we help them effectively measure outcome realization post implementation? Finally, how do we help them leverage realized outcomes (and true ROI) to expand our solution footprint to solve a broader set of business problems? Basically, how do we better help sellers create that virtuous cycle of identified, measured, realized and socialized business outcomes for our customers?
This role sits in our Inspire Value Excellence (center of excellence) operation but is focused on the enablement of all things value selling oriented across the enterprise. While there is a specific focus on the Inspire Value (value management) team who are field aligned full-time value resources, the team charter also includes all sellers (as mentioned above). How do we quickly onboard and ramp competent new hires to effectively sell based on business value to support the rapid growth of our business? What behaviors do we need to shape? What content do we need to develop / provide?
In this role, you will work with senior leaders across our sales, solution consulting, customer outcomes and strategic go-to market teams to identify needs, align priorities and execute key projects.
What you get to do in this role (job responsibilities):
Value Excellence Enablement

  • Design persona-based new employee journeys to determine how we effectively enable behaviors and provide content necessary to help them successfully sell business value during the first 3 / 6 / 9 / 12 months of their time with ServiceNow.
  • Educate on all of the key services directly provided by the Inspire Value team.
  • Identify enablement needs ('white spacing') and architect plans to close these gaps.
  • Strategize and execute knowledge management (KM) initiatives leveraging our enterprise KM platform Highspot.
  • Aligned to our value framework and outcomes taxonomy, orchestrate the production and publishing of customer value realization knowledge to the broader organization to leverage as evidence in sales cycles.
  • Assist with other special projects, as required.

  • In order to be successful in this role, we need someone who has (job requirements):
    Extensive consultative sales experience

  • You have relevant experience in a management consulting firm or software company.
  • You have experience and aptitude in facilitating discovery sessions and delivering enablement (training) sessions, often engaging a remote, disparate audience and, at times, engaging an in person audience.
  • You are an effective project manager, capable of driving multiple parallel initiatives to completion as per required delivery dates.
  • As an added bonus, you have experience in developing curriculum, designing persona-aligned learning journeys and learning management generally.
  • You have excellent communication skills, including listening to senior leaders to accurately understand needs and provide potential solutions.
  • You are pro-active in asking for clarity and help while working autonomously (effective communication skills are vital).
  • You have strong foundational business acumen and understanding of the quantitative / financial measures of a business.
  • You are able to think holistically and align different activity streams to see interdependencies.

  • Qualifications
    In order to be successful in this role, we need someone who has (job requirements):
    Extensive consultative sales experience

  • You have relevant experience in a management consulting firm or software company.
  • You have experience and aptitude in facilitating discovery sessions and delivering enablement (training) sessions, often engaging a remote, disparate audience and, at times, engaging an in-person audience.
  • You are an effective project manager, capable of driving multiple parallel initiatives to completion as per required delivery dates.
  • As an added bonus, you have experience in developing curriculum, designing persona-aligned learning journeys and learning management generally.
  • You have excellent communication skills, including listening to senior leaders to accurately understand needs and provide potential solutions.
  • You are proactive in asking for clarity and help while working autonomously (effective communication skills are vital).
  • You have strong foundational business acumen and an understanding of the quantitative/financial measures of a business.
  • You are able to think holistically and align different activity streams to see interdependencies.

  • 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.
    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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    Technology we use

    • Engineering
      • JavaLanguages
      • JavascriptLanguages
      • ReactLibraries
      • Node.jsFrameworks
      • MariaDBDatabases
      • MongoDBDatabases
      • MySQLDatabases
      • PostgreSQLDatabases

    Location

    4400 Carillon Point, Floor 4, Kirkland, WA 98033

    An Insider's view of ServiceNow

    How would you describe the company’s work-life balance?

    I am a working mom, and I appreciate the privilege of being able to work from home when I need to adjust my hours. I could be offline for two hours in the middle of the day because there's a school event for my kids. To be able to do so without the pressure of, "Oh my goodness! Now it's going to make me look bad," I don't take that for granted.

    Kurdin

    Manager, Strategy & Operations

    What does your typical day look like?

    I work in global cloud services and constantly collaborate with people–every day is different. I could be working on product design, collaborating with folks in other organizations, driving decisions, assessing technology, and talking with customers.

    Bill

    Distinguished Systems Architect

    What does career growth look like on your team?

    Since joining ServiceNow, I've built out my leadership team, and 60% are women. My goal for my team is to create opportunities and a platform to showcase the incredible impact that they're having on the business, whether that's having them lead a critical initiative with cross-functional visibility or present during a C-suite meeting.

    Vanessa

    President, ServiceNow.org

    How do your team's ideas influence the company's direction?

    In this expanding hybrid world, people conduct millions of transactions on a regular basis, creating more data and processes to manage. So, continuing to offer new solutions, while scaling to the expectations of the modern world, is a challenge we are excited to take on. We are driving new levels of productivity, automation, and innovation.

    Pat

    Chief Technology Officer

    What are some things you learned at the company?

    Sometimes, we feel a little self-conscious. We may feel intimated or too shy to share our points of view. But in order to make an impact, we need to be able to trust our voice.

    Ying

    Director, Product Design

    What are ServiceNow Perks + Benefits

    ServiceNow Benefits Overview

    We make work better for people—including our own. From work environments that help us do our best work, to benefits and a culture that encourage employees to stay healthy, happy, engaged, and growing, we keep our people at the center of everything we do.

    Culture
    Volunteer in local community
    Open door policy
    Open office floor plan
    Flexible work schedule
    Remote work program
    Diversity
    Documented equal pay policy
    Dedicated diversity and inclusion staff
    Mandated unconscious bias training
    Diversity manifesto
    Mean gender pay gap below 10%
    Diversity employee resource groups
    Hiring practices that promote diversity
    Health Insurance & Wellness Benefits
    Flexible Spending Account (FSA)
    Disability insurance
    Dental insurance
    Vision insurance
    Health insurance
    Life insurance
    Wellness programs
    Financial & Retirement
    401(K)
    401(K) matching
    Company equity
    Employee stock purchase plan
    Performance bonus
    Charitable contribution matching
    Child Care & Parental Leave Benefits
    Childcare benefits
    Generous parental leave
    Family medical leave
    Adoption Assistance
    Vacation & Time Off Benefits
    Unlimited vacation policy
    Generous PTO
    Paid volunteer time
    Paid holidays
    Paid sick days
    Office Perks
    Commuter benefits
    Company-sponsored outings
    Free snacks and drinks
    Company-sponsored happy hours
    Onsite office parking
    Onsite gym
    Professional Development Benefits
    Tuition reimbursement
    Lunch and learns
    Promote from within
    Mentorship program
    Online course subscriptions available

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