Company Description
At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you.
With more than 7,700+ customers, we serve approximately 85% of the Fortune 500®, and we’re proud to be one of FORTUNE 100 Best Companies to Work For® and World’s Most Admired Companies™.
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Job Description
Team
Join the new and fast-growing Finance and Supply Chain Workflow team at ServiceNow and help shape the future of Source-to-Pay! Together we will transform experiences to unlock the efficiency and potential of finance and supply chain organizations. Here is what is important to us: (1) building relationships based on trust (2) owning and executing your personal and team objectives with grit and passion (3) adopting a growth mindset in relentless desire to help better our customers, our team and yourself.
Role
Our first solution, Source-to-Pay Operations, is growing rapidly, and we are quickly expanding and scaling our go-to-market (GTM) efforts. This is an opportunity to get in early, driving the pricing strategy and operations for a new solution in the procurement space.
The Principal Outbound Product Manager, Pricing and Operations, Source-to-Pay resides within the Product Organization. This role is extraordinarily collaborative, working not only with the outbound product team, but cross-functionally with inbound product managers, engineering, sales, marketing, alliance and channels, operations teams and more.
If you are passionate about scaling new businesses, getting to know the customers, planning and executing GTM activities, and building products customers love, this role is for you! In it, you will:
- Drive pricing strategy:
- Evaluate sales data, deal cycles, and more to evaluate opportunities to improve pricing for the Source-to-Pay Operations solution.
- Work cross-functionally with the pricing strategy and operations teams to implement pricing changes aligned with product releases.
- Optimize pricing meters and price points balancing revenue growth and customer acquisition.
- Track customer adoption and usage:
- Define customer maturity models and corresponding usage definitions.
- Work with analytics teams and engineering to implement usage and adoption tracking.
- Build quarterly reports for leadership on various usage and adoption patterns.
- Work with inbound product mgmt. to define and implement feature usage metrics.
- Product enablement and success:
- Collaborate with outbound product management to enable sales and other field teams on pricing and customer usage.
- Develop enablement collateral which helps to create the “whole product.”
- Work with Impact teams to develop business value assessments (BVAs) and value statements.
- Engage in the sales cycle, helping sales overcome pricing objections. Champion the customer back to other cross-functional teams.
- Special projects:
- Execute special projects as needed. These could support definition of a three-year product strategy, inform leadership following a quarterly review, and more.
Qualifications
To be successful in this role, the candidate must:
- Have 8+ years of outbound product management or product marketing experience. Exceptions will be made for applicants with a strong go-to-market (GTM), pricing strategy, and analytics background.
- Have experience working on products in the Source-to-Pay or related markets.
- Have experience defining pricing and go-to-market strategies for one or more products.
- Have ample experience utilizing Microsoft Excel or related tools for data analysis.
- Strong prioritization skills and the discipline to focus on high-impact activities. This means ability to say “no” while articulating your reasons for prioritization.
- Strong written and oral communication skills to be able to convey technical and business concepts at a level appropriate to the audience.
- Have demonstrated past experience defining paths to market for new products, applications or features as well as the successful execution of that go to market strategy.
- Have experience creating engaging and educating content. Types of content could include, but is not limited to, presentations, datasheets, whitepapers, infographics, and videos.
- Think strategically, learn fast and communicate with impact.
- Ability to think critically, solving complex problems.
- Thrive in ambiguity and operate fluently.
- Ability to travel up to 20% of the year.
For positions in California (outside of the Bay Area), we offer a base pay of $136,800 – $239,400, plus equity (when applicable), variable/incentive 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 (subject to eligibility requirements). Compensation is based on the geographic location in which the role is located, and is subject to change based on work location. For individuals who will be working in the Bay Area, there is a pay enhancement for positions located in that geographical area; please contact your recruiter for additional information.
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.
At ServiceNow, we lead with flexibility and trust in our distributed world of work. Click here to learn about our work personas: flexible, remote and required-in-office.
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.
For positions requiring access to technical data subject to export control regulations, including Export Administration Regulations (EAR), ServiceNow may have to obtain export licensing approval from the U.S. Government for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by the U.S. Government.
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