Sr. Principal Strategist, Inspire Value Telco and Media
Offer summary
Qualifications:
5+ years of experience in the Telco industry with success in strategy and operations., 10+ years of experience at a top-tier consulting firm designing transformational change., Exceptional financial modeling and executive presentation skills., Bachelor's or Master's degree in Business, Technology, Engineering, or related fields..Key responsibilities:
- Develop value narratives and industry-relevant value strategies for key customers.
- Partner with sales teams to generate and expand sales pipeline through value infusions.
- Create business cases and outcome-focused analyses for top pursuits.
- Identify and incorporate KPIs into value models and executive presentations.
Job description
Company Description
It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AIenhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloudbased platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.
Job Description
The Telco & Media Strategist is a role that operates together with ServiceNow’s customercentric sales teams as well as with other key functions within ServiceNow (i.e., executive offices, industry gotomarket, solution sales) to identify, calculate, and develop value narratives for our most strategic customer and biggest bets. These narratives must demonstrate how ServiceNow’s solutions impact our customers’ P&L (reduce costs, increase revenue), show industry relevancy across Telco & Media’s priorities and challenges, and be compelling in nature.
She will serve as the main point of contact for the AMS based Telco & Media account sales teams. They will help our account teams to connect with senior and Csuite stakeholders and take our messaging, communications and experience to the next level with a financial acumen and industrybased lens.
The ideal candidate brings a powerful combination of:
- Consulting experience at a leading strategy consulting firm
- Experience acquired from working for a leading telecommunications company
- Working knowledge of how technology can and should be leveraged to drive transformation change in the Telco & Media
- Experience in a customer facing roll selling and delivering consulting services
She will closely align with our core and solution account teams to seed and develop strategic opportunities. She will build trusted relationships with customer and partner executives, partner with sales leaders, and be a significant contributor to the revenue growth in our Telco & Media accounts in AMS.
This Strategist is responsible for three specific areas of responsibility, including:
- Industryrelevant value strategy: Develop value narratives and horizons for ServiceNow’s most strategic customers that are industry relevant and compelling. Work with account teams to identify and align ServiceNow’s extended gotomarket teams around dream big value narrative ideas.
- Value output driving pipeline generation and expansion: Partnering with account executives and their teams to progress pipeline by infusing value and industry expertise. Calculate analyses for top pursuits, including value estimates and outcomefocused business cases. Tailor storytelling and deliverables for customer audience and personas (i.e. CIO vs. line of business owner).
- Value KPI design: identify the value of use cases and key processes within Telco & Media. Work with crossfunctional teams to infuse these insights and KPIs into value models, business cases, and executive presentations.
A compelling candidate brings a unique combination of experiences, spanning senior leadership experience in the Telco industry, an understanding of financial modeling and acumen, and depth of expertise in strategic consulting. She is expected to “roll up their sleeves” and is equally comfortable devising a multiyear strategy to penetrate the local market while also updating a tracker with the status of existing opportunities and key areas of pursuit. She thrives in a high growth, fastpaced environment, and can maintain a ‘north star’ point of view despite managing the urgent requests of a given day.
She will maintain a pulse on broader ServiceNow and Global Sales priorities, programs, and communications, and advise on ideal messaging, channels and approaches with the goal of delivering the best possible solution for customers. Were looking for a highenergy, relationship building and empathetic partner who has a business building mindset and is a remarkable communicator!
Qualifications
Qualifications
- Experience in leveraging or critically thinking about how to integrate AI into work processes, decisionmaking, or problemsolving. This may include using AIpowered tools, automating workflows, analyzing AIdriven insights, or exploring AI’s potential impact on the function or industry.
- 5+ years of experience in the Telco industry with proven success in guiding strategy, operations, and daytoday functions
- 10+ years at a toptier consulting firm designing and driving transformational change for Telco & Media clients
- Exceptional financial acumen and modeling skills
- Exceptional executive presentation skills – in person, on Zoom, Clevel
- Ability to develop trusted advisor relationships with customers and sales organizations; demonstrated ability to advise and influence senior leaders, multiple teamsdepartments on strategy, messaging, and customer engagement
- Experience producing thought leadership content and communications
- Resourceful, selfmotivated, and able to prioritize independently, shifting workloads in a dynamic, highgrowth environment
- Agile business mind; adept ability to work in a matrix organization structure with a highly distributed team, leading through influence and relationshipbuilding
- Proven ability to achieve revenue targets for an overall region and accounts, in partnership with direct account sales teams
- Superior organizational skills withthe ability to effectively prioritize
- Ability to travel up to 40% of the time
- Bachelors andor Masters degree in Business, Technology, Engineering or related fields
For positions in this location, we offer a base pay of $189,100 $331,000, plus equity (when applicable), variableincentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.
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 thirdparty service.
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 [email protected] for assistance.
From Fortune. ©2025 Fortune Media IP Limited. All rights reserved. Used under license.
It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AIenhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloudbased platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.
Job Description
The Telco & Media Strategist is a role that operates together with ServiceNow’s customercentric sales teams as well as with other key functions within ServiceNow (i.e., executive offices, industry gotomarket, solution sales) to identify, calculate, and develop value narratives for our most strategic customer and biggest bets. These narratives must demonstrate how ServiceNow’s solutions impact our customers’ P&L (reduce costs, increase revenue), show industry relevancy across Telco & Media’s priorities and challenges, and be compelling in nature.
She will serve as the main point of contact for the AMS based Telco & Media account sales teams. They will help our account teams to connect with senior and Csuite stakeholders and take our messaging, communications and experience to the next level with a financial acumen and industrybased lens.
The ideal candidate brings a powerful combination of:
- Consulting experience at a leading strategy consulting firm
- Experience acquired from working for a leading telecommunications company
- Working knowledge of how technology can and should be leveraged to drive transformation change in the Telco & Media
- Experience in a customer facing roll selling and delivering consulting services
She will closely align with our core and solution account teams to seed and develop strategic opportunities. She will build trusted relationships with customer and partner executives, partner with sales leaders, and be a significant contributor to the revenue growth in our Telco & Media accounts in AMS.
This Strategist is responsible for three specific areas of responsibility, including:
- Industryrelevant value strategy: Develop value narratives and horizons for ServiceNow’s most strategic customers that are industry relevant and compelling. Work with account teams to identify and align ServiceNow’s extended gotomarket teams around dream big value narrative ideas.
- Value output driving pipeline generation and expansion: Partnering with account executives and their teams to progress pipeline by infusing value and industry expertise. Calculate analyses for top pursuits, including value estimates and outcomefocused business cases. Tailor storytelling and deliverables for customer audience and personas (i.e. CIO vs. line of business owner).
- Value KPI design: identify the value of use cases and key processes within Telco & Media. Work with crossfunctional teams to infuse these insights and KPIs into value models, business cases, and executive presentations.
A compelling candidate brings a unique combination of experiences, spanning senior leadership experience in the Telco industry, an understanding of financial modeling and acumen, and depth of expertise in strategic consulting. She is expected to “roll up their sleeves” and is equally comfortable devising a multiyear strategy to penetrate the local market while also updating a tracker with the status of existing opportunities and key areas of pursuit. She thrives in a high growth, fastpaced environment, and can maintain a ‘north star’ point of view despite managing the urgent requests of a given day.
She will maintain a pulse on broader ServiceNow and Global Sales priorities, programs, and communications, and advise on ideal messaging, channels and approaches with the goal of delivering the best possible solution for customers. Were looking for a highenergy, relationship building and empathetic partner who has a business building mindset and is a remarkable communicator!
Qualifications
Qualifications
- Experience in leveraging or critically thinking about how to integrate AI into work processes, decisionmaking, or problemsolving. This may include using AIpowered tools, automating workflows, analyzing AIdriven insights, or exploring AI’s potential impact on the function or industry.
- 5+ years of experience in the Telco industry with proven success in guiding strategy, operations, and daytoday functions
- 10+ years at a toptier consulting firm designing and driving transformational change for Telco & Media clients
- Exceptional financial acumen and modeling skills
- Exceptional executive presentation skills – in person, on Zoom, Clevel
- Ability to develop trusted advisor relationships with customers and sales organizations; demonstrated ability to advise and influence senior leaders, multiple teamsdepartments on strategy, messaging, and customer engagement
- Experience producing thought leadership content and communications
- Resourceful, selfmotivated, and able to prioritize independently, shifting workloads in a dynamic, highgrowth environment
- Agile business mind; adept ability to work in a matrix organization structure with a highly distributed team, leading through influence and relationshipbuilding
- Proven ability to achieve revenue targets for an overall region and accounts, in partnership with direct account sales teams
- Superior organizational skills withthe ability to effectively prioritize
- Ability to travel up to 40% of the time
- Bachelors andor Masters degree in Business, Technology, Engineering or related fields
For positions in this location, we offer a base pay of $189,100 $331,000, plus equity (when applicable), variableincentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.
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 thirdparty service.
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 [email protected] for assistance.
From Fortune. ©2025 Fortune Media IP Limited. All rights reserved. Used under license.
The Telco & Media Strategist is a role that operates together with ServiceNow’s customercentric sales teams as well as with other key functions within ServiceNow (i.e., executive offices, industry gotomarket, solution sales) to identify, calculate, and develop value narratives for our most strategic customer and biggest bets. These narratives must demonstrate how ServiceNow’s solutions impact our customers’ P&L (reduce costs, increase revenue), show industry relevancy across Telco & Media’s priorities and challenges, and be compelling in nature.
She will serve as the main point of contact for the AMS based Telco & Media account sales teams. They will help our account teams to connect with senior and Csuite stakeholders and take our messaging, communications and experience to the next level with a financial acumen and industrybased lens.
The ideal candidate brings a powerful combination of:
- Consulting experience at a leading strategy consulting firm
- Experience acquired from working for a leading telecommunications company
- Working knowledge of how technology can and should be leveraged to drive transformation change in the Telco & Media
- Experience in a customer facing roll selling and delivering consulting services
- Industryrelevant value strategy: Develop value narratives and horizons for ServiceNow’s most strategic customers that are industry relevant and compelling. Work with account teams to identify and align ServiceNow’s extended gotomarket teams around dream big value narrative ideas.
- Value output driving pipeline generation and expansion: Partnering with account executives and their teams to progress pipeline by infusing value and industry expertise. Calculate analyses for top pursuits, including value estimates and outcomefocused business cases. Tailor storytelling and deliverables for customer audience and personas (i.e. CIO vs. line of business owner).
- Value KPI design: identify the value of use cases and key processes within Telco & Media. Work with crossfunctional teams to infuse these insights and KPIs into value models, business cases, and executive presentations.
- Experience in leveraging or critically thinking about how to integrate AI into work processes, decisionmaking, or problemsolving. This may include using AIpowered tools, automating workflows, analyzing AIdriven insights, or exploring AI’s potential impact on the function or industry.
- 5+ years of experience in the Telco industry with proven success in guiding strategy, operations, and daytoday functions
- 10+ years at a toptier consulting firm designing and driving transformational change for Telco & Media clients
- Exceptional financial acumen and modeling skills
- Exceptional executive presentation skills – in person, on Zoom, Clevel
- Ability to develop trusted advisor relationships with customers and sales organizations; demonstrated ability to advise and influence senior leaders, multiple teamsdepartments on strategy, messaging, and customer engagement
- Experience producing thought leadership content and communications
- Resourceful, selfmotivated, and able to prioritize independently, shifting workloads in a dynamic, highgrowth environment
- Agile business mind; adept ability to work in a matrix organization structure with a highly distributed team, leading through influence and relationshipbuilding
- Proven ability to achieve revenue targets for an overall region and accounts, in partnership with direct account sales teams
- Superior organizational skills withthe ability to effectively prioritize
- Ability to travel up to 40% of the time
- Bachelors andor Masters degree in Business, Technology, Engineering or related fields
For positions in this location, we offer a base pay of $189,100 $331,000, plus equity (when applicable), variableincentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.
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 thirdparty service.
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 [email protected] for assistance.
From Fortune. ©2025 Fortune Media IP Limited. All rights reserved. Used under license.
A compelling candidate brings a unique combination of experiences, spanning senior leadership experience in the Telco industry, an understanding of financial modeling and acumen, and depth of expertise in strategic consulting. She is expected to “roll up their sleeves” and is equally comfortable devising a multiyear strategy to penetrate the local market while also updating a tracker with the status of existing opportunities and key areas of pursuit. She thrives in a high growth, fastpaced environment, and can maintain a ‘north star’ point of view despite managing the urgent requests of a given day.
She will maintain a pulse on broader ServiceNow and Global Sales priorities, programs, and communications, and advise on ideal messaging, channels and approaches with the goal of delivering the best possible solution for customers. Were looking for a highenergy, relationship building and empathetic partner who has a business building mindset and is a remarkable communicator!
Qualifications
Qualifications
She will closely align with our core and solution account teams to seed and develop strategic opportunities. She will build trusted relationships with customer and partner executives, partner with sales leaders, and be a significant contributor to the revenue growth in our Telco & Media accounts in AMS.
This Strategist is responsible for three specific areas of responsibility, including:
Required profile
Experience
Other Skills
- Financial Acumen
- Consulting
- Relationship Building
- Communication
- Decision Making
- Organizational Skills
- Problem Solving
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