Senior Principal, Go To Market Pricing Strategy | 19287

Marketing Santa Clara, California


Senior Principal, Go To Market Pricing Strategy

ServiceNow is changing the way people work. With a service-orientation toward the activities, tasks and processes that make up day-to-day work life, we help the modern enterprise operate faster and be more scalable than ever before. The VP of Pricing Strategy at ServiceNow is looking go to market pricing strategist, elevating field and customer enablement with next generation strategic pricing and licensing capabilities.


  • Support design and implementation of next generation buying programs to improve cross-portfolio customer consumption scale
  • Develop and manage pricing and discounting guidance tools to sales to bridge pricing strategy and execution, helping support deal quality as well as deal velocity improvements
  • Capture and synthesize field pricing feedback for communication back to the BUs
  • Document pricing strategy positioning playbooks to support sales negotiations with customers and prospects
  • Conduct supplemental external market insights to support sales competitive positioning
  • Partner with Sales Operations and Finance to identify pricing, licensing and packaging opportunities to simplify sales motion and increase value capture
  • Support pricing strategy design requirements for next generation configure, price and quote solution


  • 5+ years of experience in enterprise technology industry across strategic planning and field operations, pricing, and/or product operations with 2+ years of experience in pricing, Enterprise Software Agreements, deal structuring or negotiation
  • Experience with synthesizing large data sets and applying optimization models for insights
  • Experience with Configure, Price and Quote tools and sales pricing insights
  • Strong understanding of value based pricing theories and analytical methodologies
  • Bachelor degree in business, statistics, economics, or other quantitative disciplines
  • MBA degree strongly preferred

ServiceNow is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, or veteran status. If you are an individual with a disability and 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 (408) 501-8550, or for assistance.