Business Value Consultant

Job Description

Business Value Consultant
Location: Tokyo, Japan

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.

We’re disruptive. We work hard but try not to take ourselves too seriously. We are highly adaptable and constantly evolving. We are passionate about our product, and we live for our customers. We have high expectations and a career at ServiceNow means challenging yourself to always be better.

ServiceNow is rapidly growing its Business Value Consulting practice.

What you get to do in this role:

• The Business Value Consultant will conduct both remote and face-to-face value assessments in the field with customers
• Support the sales process through delivery of projects defining methods and tools for value measurement and calculation
• Team with the Inspire’s strategists and architects to define and document value that aligns to a client strategy, architecture, and roadmap
• Execute customer engagements to identify, quantify and realize value of proposed and implemented solutions
• Effectively execute all value based activities in the sales and benefits realization process to drive consistent results
• Articulate the business value proposition in a concise, focused message using language each internal and external stakeholder understands
• Bring concepts to mainstream that improve value based selling and implementation strategies at ServiceNow by effectively building and leveraging internal and external relationships
• Align with ServiceNow product line business units to keep abreast on the latest developments and releases of new functionality and areas of value
• Engage with Marketing to update and share customer success stories
• Facilitate executive workshops, and represent ServiceNow at executive forums
• Educate ServiceNow account teams on business value best practices and trends
• Lead discovery workshops to understand key business issues, problem statements, and uncover value of our prospects and customers
• Document the impact the ServiceNow solution will have on an organizations ability to operate and transform their business
• Provide thought leadership and collaborate with internal ServiceNow business units
• Identify, lead and contribute to the creation of best practices, white papers, workshops, etc.
• This role will report to the Director of Business Value Consulting

In order to be successful in this role, we need someone who can or has:

• Masters Degree or equivalent
• Conduct Economic Value Assessments directly with customers on the largest ServiceNow deals either face–to-face or remote in their assigned region.
• Represent the value of ServiceNow solutions to CIO, CFO, and VP’s of IT and Finance with a solid understanding of how the customer will gain value and how the ServiceNow solution will drive financial value.
• Present the Economic Assessment process in Executive Briefings or more complex customer assessments
• Advise and recommend changes to the product value modules that will be used by the: Business Value team, Solution Consultants, Sales Account Executives, and Partners
• Maintain metrics on their delivered economic assessments and report their success for their ability to impact sales success within the ServiceNow system
• Software business value experience
• Knowledge of Service Management Software or other software solutions
• Solid knowledge of cash flow and ROI financial metrics (NPV, IRR, Payback)
• Ability to convey confidence in an executive environment
• Excellent people and presentation skills to interact with customers and solution consultants as well as partners.
• Strong knowledge of the IT buyer and experience with SaaS technologies essential
• Up to 60% travel to support sales efforts and industry events.
• Experience dealing with US company leadership.
• Native fluency in Japanese, high fluency in English.
• Ability to build team and drive integration of role as “first of a type” in region.

We provide competitive compensation, generous benefits and a professional atmosphere. This is a very collaborative and inclusive work environment where individuals strong on aptitude and attitude will have an opportunity to grow their professional careers through working with some of the most advanced technology and talented developers in the business