Senior Manager, Solution Consulting

Summary

Join ServiceNow's Customer Workflow Industry Solution Consulting group as a leader, supporting aligned teams and regions to exceed sales goals. You will manage and develop a team of industry Solution Consultants, ensuring high-quality presentations, successful proofs of concept, and customer commitment. Responsibilities include resource allocation, pipeline building, collaboration with cross-functional teams, and developing training curriculums. The ideal candidate possesses extensive presales experience, ideally within a fast-growing technology company selling enterprise business applications, particularly in Customer Experience/Customer Service. A deep understanding of the SaaS market and value-based selling is crucial. ServiceNow offers a flexible work environment.

Requirements

• Experience working in a fast-growing technology company selling enterprise business applications ideally with an emphasis on Customer Experience/Customer Service in a variety of Industries
• 7 years’ experience in presales
• Experience managing presales teams as 1st line management
• Deep experience in the Manufacturing, Technology, or Telco industry and experience selling and gaining access to customers’ senior management and decision makers
• Understanding of standard approaches to coaching, mentoring and management of individual contributors
• Ability to motivate and inspire a growing team of Presales Solutions Consultants
• Experience in Value Based Selling or Solution Selling
• A thorough understanding of the SaaS Market space, the value differentiators of PaaS based solutions and a broad understanding of Service Management practices

Responsibilities

• Support your aligned teams and regions to exceed sales and other goals as a leader in Servicenow’s Customer Workflow Industry Solution Consulting group
• Ensure your team of industry Solution Consultants (SCs) demonstrate relevance to customers, fully discover customers’ business and technical problems, deliver the highest quality presentations and demonstrations, execute proofs of concept successfully and only when needed, comprehend, and document the business value to be delivered, and ensure customer commitment to the ServiceNow solution
• Develop team members according to the demands of the business and according to their individual professional goals
• Develop and maintain a recruiting pipeline of potential SC candidates to meet future business demands
• Work with regional sales managers to prioritize regional Solution Consulting efforts; including helping with territory planning, pipeline building, account, and opportunity planning
• Work with extended teams like field marketing, architects, customer success and customer outcomes to ensure a holistic sales approach to both new customers and renewal sales
• Be “hands-on” to help your SCs with technical or industry expertise. Be the executive sponsor or deal-champion for relevant accounts/ deals
• Assign resources to sales opportunities and consistently evaluate progress against goals. Help escalate issues to remove any roadblocks for the team
• Assign resources as required to marketing and other efforts to support demand generation
• Develop and deploy team training curriculums to meet the changing demands of the sales organization
• Evaluate team members regularly through analysis of direct observation, peer feedback and sales feedback
• Ensure proper alignment of resources and effective utilization of skill sets within the assigned region
• Manage day-to-day activities such as resource scheduling conflicts, expense review and approval, activity reporting etc

Benefits

Work Personas (flexible, remote, or required in office)