Sr. Principal Strategist, Inspire Value

About the position As a foundational 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, engaging senior executives on their most top-of-mind challenges and opportunities, and building foundational assets to support our GTM strategy. 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, demonstrating to customers a significant value opportunity, return on their investment, and engagement model that positions them for a long-lasting partnership with Moveworks.

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)
• Partner with Customer Success, Renewals, and Account Team to evaluate and strategize on best practices, approaches, recommendations, and retention strategies for our customer baseContinue to develop and iterate on new value models, KPIs, and executive presentations to demonstrate the value of Moveworks and the future potential of Moveworks to unlock maximum value
• Partner closely with the Inspire Value team and other cross-functional team members across Moveworks and ServiceNow to develop various joint-value/Better Together messaging, GTM operating models, industry specific solution mapping, value chain, and other similar assets to support vertical and horizontal selling strategies
• Support the highest value pursuits across Moveworks/ServiceNow with white-glove level support in all aspects of the sales cycle from Discovery to Close.
• 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
• Lead the development and ongoing maintenance of the 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 for all products and packaging mixes offered
• Establish feedback loops across the GTM team between ServiceNow and Moveworks that enable us to continually iterate and and scale our value messaging to enhance our Better Together story

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
• 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
• Fluency in English is required

Nice-to-haves

• MBA preferred
• proficiency in Spanish, French, or German is a plus

Benefits

• equity (when applicable)
• variable/incentive compensation and benefits
• 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

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