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

1. 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.
2. Educate on all of the key services directly provided by the Inspire Value team.
3. Identify enablement needs (‘white spacing’) and architect plans to close these gaps.
4. Strategize and execute knowledge management (KM) initiatives leveraging our enterprise KM platform Highspot.
5. 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.
6. 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

1. You have relevant experience in a management consulting firm or software company.
2. 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.
3. You are an effective project manager, capable of driving multiple parallel initiatives to completion as per required delivery dates.
4. As an added bonus, you have experience in developing curriculum, designing persona-aligned learning journeys and learning management generally.
5. You have excellent communication skills, including listening to senior leaders to accurately understand needs and provide potential solutions.
6. You are pro-active in asking for clarity and help while working autonomously (effective communication skills are vital).
7. You have strong foundational business acumen and understanding of the quantitative / financial measures of a business.
8. 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

1. You have relevant experience in a management consulting firm or software company.
2. 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.
3. You are an effective project manager, capable of driving multiple parallel initiatives to completion as per required delivery dates.
4. As an added bonus, you have experience in developing curriculum, designing persona-aligned learning journeys and learning management generally.
5. You have excellent communication skills, including listening to senior leaders to accurately understand needs and provide potential solutions.
6. You are proactive in asking for clarity and help while working autonomously (effective communication skills are vital).
7. You have strong foundational business acumen and an understanding of the quantitative/financial measures of a business.
8. 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 talent.acquisition@servicenow.com for assistance.

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