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Americas (AMS) AVP, Inspire Value

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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 roll up their sleeves 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

Role

Work matters. It’s where we spend a third of our lives. And the workplace of the future is going to be a great place. We’re dedicated to bringing that to life for people everywhere. That’s why we put people at the heart of everything we do.

People matter. Our people have a passion for learning, building, and innovating. Whether you’re an engineer, a sales professional, a finance professional, or anything in-between, our roles aim to provide each person with meaningful impact and plenty of space to grow.

Our Inspire Value team is a team that inspires our customers to Dream Big by building confidence in the full value of ServiceNow. We collaboratively work with customers through a strategic, consultative approach to reimagine the way work is done across industries and articulate the value aligned to their strategy and outcomes. Our organization is comprised of team members and leaders who possess a diverse management consulting, value management and/or industry background and serve as strategic advisors with our customers, partners and internally across ServiceNow. Our organization is aligned with the Customer Success Group and is responsible for working across Sales, Marketing, Product, and Customer Outcomes organizations.

We are looking for an action-oriented, visionary leader to run the Inspire Value organization in the Americas. You will be responsible for managing a team focused on our customers’ and on ServiceNow’s long term goals. You will also play a leadership role in the Americas directly working with the President of Sales and his leadership team to advance our organization’s strategic direction.

The Inspire Value team is also an integral part of the Strategic Go-to-Market team – a team which also includes our Industries and Top Accounts team.

What you get to do in this role:

· Expand, evolve, and grow a thriving Americas Strategy Value Advisory team and implement our vision of a $10B enterprise SaaS company

Partner with our President AMS Sales and AMS Sales leadership to drive results for the region

· Work closely with strategic account teams and Americas sales leadership to deploy advisory services to the highest-return opportunities across the largest and most progressive ServiceNow customers and prospective customers.

· Partner with Sales Leadership to provide strategic account planning as it relates to top accounts

· Routinely engage with Director, VP and C-level executives, both internally and externally

· Lead a team focused on orchestrating CXO digital transformation strategic roadmaps aligned to business outcomes to create pipeline, help close business, secure renewals, and drive upsell opportunities

· Lead cross-functional project teams on high-profile engagements including conducting discovery workshops to understand strategy, outcomes, and problem statements of our prospects

· Facilitate executive workshops, and represent ServiceNow at executive forums

· Build, coach and enable the team to construct high quality value-based deliverables and deliver executive presentations

· Facilitate executive workshops, and represent ServiceNow at executive forums

· Generate insights through advanced analytics, data mining, and voice of customer to improve our impact to sales and renewal process

· Lead cross functional Inspire Value programs and initiatives, including communications plan and timelines

· Provide thought leadership and collaborate with internal ServiceNow business units to keep abreast on the latest developments and releases of new functionality and areas of value

· Identify, lead and contribute to the creation of best practices, white papers, workshops, Sales Kickoff & Knowledge (customer conference)

· Manage the creation of multiple customer success stories focused on value, industry and persona-based use cases

· Manage and develop talent within the team and provide path for career advancement

· Enable the salesforce to adopt value selling behaviors by providing training and access to content and assets.

· Own the operating cadence of the business for Inspire Value in AMS and implement comprehensive pipeline reporting tracking tools from top of funnel to customer value realization and share with team members and key stakeholders across the region

· Continue to develop key performance metrics and dashboards that help drive adoption across the region

· Establish effective analysis of trends and performance to identify greater efficiencies across various value motions 

     

Qualifications

In order to be successful in this role, we need someone who has:

  • 15+ of value management leadership within a high-tech or strategy consulting environment
  • 15+ years of proven record of building strong internal stakeholder relationships
  • Bachelor’s degree or equivalent experience required, Master’s degree a plus
  • Humility and passion for supporting the success of client facing teams as a program manager
  • The ability to identify high leverage, high-impact engagements
  • Knowledge of measuring the impact, utilization, and skills of consulting teams
  • Instant customer credibility with a record of building strong customer relationships

· Intrinsically curious and passionate about researching current and emerging trends in IT and specific industries with the ability to generate ideas for how ServiceNow can help our customers achieve their strategy – with industry relevance

· Experience with providing strategic, consultative services in a sales or professional services environment.

  • Must enjoy working in a highly matrixed collaborative environment with strong stakeholder management skills
  • Experience building, developing and leading highly tenured, geographically dispersed teams
  • Experience partnering with and supporting revenue teams and revenue leadership
  • Understanding of the financial and technical challenges faced with running modern day IT operations at large corporations
  • Ability to articulate complex topics with ease and simplicity to customers (business and IT)
  • Understanding of enablement, content creation and execution at scale
  • Business writing skills (whitepapers, newsletter publications, proposals, competitive responses)
  • Presentation skills including public speaking, meeting facilitation, design thinking and white boarding
  • Strong Project Management experience
  • Knowledge of the enterprise software organization functions across customer operations and product creation
  • Experience designing, implementing and managing processes, org plans, compensation plans
  • Basic understanding of the architectural principles for cloud-based platforms that include SaaS, PaaS, multi-tenancy, and automation
  • Excellent data analysis skills, ability to drive business insights with data driven arguments
  • BW, BI, excel, and SaaS data visualization experience crucial
  • Travel 25% requiring flexibility of schedule


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 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 +1 (408) 501-8550, or [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.


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Technology we use

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

Location

101 2nd St #1400, San Francisco, CA 94105

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?

If I could clarify one thing about being an engineer, we're a lot more collaborative than people think. Engineers can be seen as always sitting by themselves in front of a computer in a dark room and code just streaming down it. However, we work closely with project managers and designers to create the best product for customers.

Viviana

Senior Machine Learning Engineer

How does the company support your career growth?

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

What is your vision for the company?

We want to create a place where people want to come to work every day and do what they enjoy–where they feel challenged, collaborate with colleagues around the globe, and know what they're doing matters. It is really humbling to work with so many hardworking individuals who also want to see each other succeed and who are building something great.

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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