Principal Outbound Product Manager, Product Analytics and Operations, Source-to-Pay

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™.

Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.

Unsure if you meet all the qualifications of a job description but are deeply excited about the role? We still encourage you to apply! At ServiceNow, we are committed to creating an inclusive environment where all voices are heard, valued, and respected. We welcome all candidates, including individuals from non-traditional, varied backgrounds, that might not come from a typical path connected to this role. We believe skills and experience are transferrable, and the desire to dream big makes for great candidates.

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, Product Analytics 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