Principal Strategist, Inspire Value- Moveworks Public Sector

ServiceNow•Washington, DC

6d•$165,500 - $289,600•Hybrid

About The Position

As a member of the Go-to-Market (GTM) team, you will play a strategic role at the center of our company, working with customers to identify the operational, strategic, and financial impact that Moveworks AI technology can have on their organizations. In this highly visible role, you will be a key leader in helping grow our Business Value Services function, collaborating with sales teams on our largest and most strategic customers in the Federal, State, Local, and Education/Non-Profit sector, engaging senior executives on their most top-of-mind challenges and opportunities, and building assets to support our GTM strategy and execution. We’re building a team that will thrive in a dynamic sales environment, laser-focused on consistently surpassing our revenue targets. To be successful, you’ll not only work closely with our founders and Sales leaders but also forge strong relationships with our Product, Data Science, Solution Architecture, and Customer Success teams. This cross-functional collaboration will be key to scaling the Business Value Services function and our Public Sector business, demonstrating to customers a significant value opportunity, return on their investment, and engagement model that positions them for a long-lasting partnership with Moveworks and ServiceNow.

Requirements

6+ years of professional experience, with progressive experience in consultative, strategic, and analytical customer-facing roles (e.g., value engineering, business value services, management consulting, IT consulting, etc.)
Strong executive presence and proven track record of advising C-suite executives towards successful business outcomes
Excellent strategic consulting skill-set, including discovery, analysis, quantitative modeling, communication, story-telling, persuasion and project leadership skills.
Highly proficient in building financial models (ROI & TCO) and presentations for senior executives, using Microsoft Excel, Google Sheets, Microsoft Powerpoint, Google Slides or similar tools
Experience in executing complex SaaS sales engagements with large enterprises using a consultative/ROI-based/value selling sales approach; familiarity with methodologies such as MEDDIC and Force Management a plus
Extensive experience in utilizing AI-native platforms to scale your impact while also ensuring a high level of quality and accuracy in AI generated deliverables
Driven, high-energy, self-starter comfortable leading and executing initiatives in a dynamic environment, balancing competing projects, customer needs, and organizational priorities
Deep understanding of the strategic and financial impact of analytics, machine learning and AI for enterprises
A ‘nothing is someone else’s problem’ mentality - willingness to learn new skills and roll up sleeves to achieve successful business outcomes
Willingness to travel up to 40% of the time visiting customers to run discovery sessions and present back findings and solutions
Bachelor’s degree required, MBA preferred
Fluency in English is required; proficiency in other languages is a plus
US citizenship required
Eligibility and willingness to move through federal security clearance up to Top Secret

Responsibilities

Partner with internal GTM stakeholders (namely Presales, Data Science, Customer Success, and GTM Enablement) to build, operationalize, and scale assets that support consistent value messaging and net new annual contract value (NNACV) growth
Educate Sales, presales, and postsales teams on value selling best practices to maximize pipeline generation and conversion efforts
Be a trusted advisor on Deal Strategy Reviews, providing thought leadership on market/industry/customer trends that support value selling at an enterprise level
Lead value-based discovery workshops with customers and prospects (technical and business stakeholders) to identify key business objectives & initiatives, document current state processes, uncover operational challenges, and identify sources of strategic and financial value.
Build and deliver compelling, high-impact, executive-facing business value narratives for CxOs, actively collaborating with Sales Leadership, Sales, and GTM colleagues within your assigned territory
Develop comprehensive value models (e.g., return on investment, total cost of ownership) to quantify business value that can be unlocked by adopting agentic generative AI solutions
Establish feedback loops across the GTM team of Moveworks and ServiceNow that enable us to continually iterate and and scale our value messaging and Better Together messaging and positioning to the market.