Principal Strategist, Inspire Value

Sales & BusinessSalesFull-timeposted 2w ago

Company Description

It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.

Join us to put AI to work for people.

Job Description

ServiceNow is actively seeking an Sr Principal Strategist for our Inspire Value – Australia & NZ team. As a crucial pillar within ServiceNow’s global industry and solutions organisation, the Inspire Value team are our most senior, customer-facing strategic advisors who partner directly with C-suite and Board-level executives to shape which business problems are worth solving, where to invest, and how to unlock measurable value through digital, business and AI transformation.

Operating at the intersection of business strategy, financial rigor, and enterprise technology, this role goes beyond traditional value engineering or sales support. Inspire Value Principals lead high-impact executive conversations, reframing technology discussions into strategic decisions around growth, resilience, productivity, and risk, and aligning stakeholders around a shared investment narrative.

This role combines strategic leadership with customer impact in three core areas:

1. Strategic growth and executive influence

Engage with customer executives to help shape their most critical business challenges and transformation decisions

Partner with Sales Leaders to define and execute the regional strategic deals and growth strategy

Architect and lead the creation of compelling, board-level investment cases

Tailor commercial strategies to customer environments and value

Lead executive vision and value workshops spanning operational teams through to C-Suite

Shape the future of our customers by identifying critical market trends and emerging needs that could lead to partnerships to accelerate our customers growth and impact in their business

2. Be a trusted strategic advisor

Serve as the strategic advisor on must-win deals, personally crafting and delivering bespoke value propositions and business cases

Act as a highly-skilled mentor and coach for our core Sales and Account teams

Drive adoption of best practices in strategic value-selling across the region, including detailed value analysis, benchmarking, and executive messaging

3. Organizational alignment and innovation

Foster a community of collaboration and knowledge sharing, working across internal functions to ensure consistent messaging and direction

Lead the creation of thought leadership, including industry points of views, best practices, white papers, and executive workshops

Act as a market and industry expert, providing data-driven feedback and expertise to Engineering, Product and Solutions to drive continuous product and service improvement

Qualifications

We seek candidates who thrive on complex problem-solving and possess:

Experience from a top-tier management consulting firm, demonstrating a strong foundation in strategic analysis, hypothesis-driven problem-solving, and executive communication.

A Proven track record personally leading high-stakes, cross-functional projects, driving clarity out of ambiguity, solving complex problems, quantifying strategic impact, and influencing outcomes

Executive presence and gravitas to challenge, advise, and partner with both internal stakeholders and C-level executives

An owner’s mentality and proven ability to own, drive, and land complex deal strategies, demonstrating vision, bias-for-action, and accountability for customer success

To be successful in this role you must have:

Executive experience: 15+ years of progressive experience in strategy consulting, value advisory, corporate strategy, or similar roles

Strategic acumen: Exemplary analytical and financial experience with the ability to build compelling business and investment cases and quantify complex strategic value

Technology fluency: Experience with enterprise cloud solutions

AI fluency: Ability to use AI to scale without reducing the quality of the work we do

Leadership and mentorship: Proven ability to inspire, motivate, and influence senior executives to outcomes, with hands-on expertise in coaching and solving challenging problems

Strategic consulting toolkit: Exceptional skills to build relationships and influencing outcomes at the highest levels, coupled with the integrity, empathy and passion for our mission and customer success

Adaptability: Ability to balance complex requirements, drive agreement across stakeholders, and quickly learn new solutions, functional, or industry domains

Industry expertise: Deep industry domain expertise in one or more industries

Flexibility: Ability to travel up to 50% of the time across the Australia & New Zealand

Advantageous to have:

Experience with ServiceNow

Experience in Mining, Telco, Energy & Utilities and other heavy asset industries

Experience in AI, Security and Cyber

Additional Information

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, religion, sex, sexual orientation, national origin, age, disability, gender identity, 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 globaltalentss@servicenow.com 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.