Job Description Location: Sydney Or Melbourne ServiceNow is actively seeking an exceptional Principal Strategist for our Inspire Value – Australia & NZ team . As a crucial pillar within ServiceNow Global Industry and Solutions Org , and a senior member of Inspire Value APAC , the team is committed to revolutionizing the enterprise software customer experience and deliver unparalleled value and exponential returns for customers. Our approach is founded on a understanding of diverse industries, our customers strategic imperatives, and their desired outcomes. We engage extensively with our customers to discern how ServiceNow can effectively drive their digital transformation objectives through bespoke, industry-specific solutions, and strategic partnerships. At the core of our approach is the proprietary Now Value methodology. The Principal Strategist will leverage this framework to design and lead strategic, consultative interactions that forge consensus and alignment, translating the technical capabilities of the NOW Platform into quantifiable, CXO-level business transformation outcomes. Drawing from years of practical experience and a profound understanding of both business and technology trends, the Inspire Value Principal serves as an invaluable partner to our sales leadership, account teams, and customer executives, collaborating closely with these stakeholders to ensure mutual success and lasting impact. This role combines strategic leadership with customer impact and team building in three core areas: 1. Strategic growth and executive influence Partner with Sales Leaders to define and execute the regional strategic deals and growth strategy, acting as a key advisor to accelerate sales outcomes Directly architect and lead the creation of compelling, board-level investment cases (including TCO, ROI, and risk analysis) for value-led transformations that routinely close multi-million-dollar strategic deals Facilitate executive vision and value workshops with C-suite and Board-level, representing ServiceNow as a strategic thought partner for value-led strategic business transformations 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 elite strategic advisor Serve as the lead strategic advisor on must-win deals , personally crafting and delivering bespoke value propositions and business cases to C-level decision-makers Act as a highly-skilled mentor and coach for our core Sales and Account teams , elevating their capabilities in strategic value-selling and financial analysis Instil a culture of analytical rigour by leading internal coaching and enablement sessions focused on high-impact customer propositions and engagements Drive adoption of best practices in strategic value-selling across the region , including detailed value analysis, benchmarking, and executive messaging 3. Organisational 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 view, best practices, white papers, and executive workshops, establishing NOW as the platform for business transformation 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
