Senior Manager, Solution Consulting - Customer Industry Workflows

Summary

Join ServiceNow as a leader of a team of industry Solution Consultants (SCs). You will ensure your team demonstrates relevance to customers, discovers their business and technical problems, delivers high-quality presentations and demonstrations, executes proofs of concept, comprehends and documents the business value, and ensures customer commitment to ServiceNow solutions. Develop team members professionally, maintain a recruiting pipeline, and work with sales managers to prioritize regional efforts. Collaborate with extended teams for a holistic sales approach, provide hands-on technical or industry expertise, and act as an executive sponsor for accounts/deals. Assign resources to opportunities, evaluate progress, escalate issues, and manage day-to-day activities. Develop and deploy team training curriculums and regularly evaluate team members. Ensure proper resource alignment and effective skill set utilization.

Requirements

• Experience working in a fast-growing technology company selling enterprise business applications ideally with an emphasis on Customer Experience 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

• 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

• Health plans, including flexible spending accounts
• A 401(k) Plan with company match
• ESPP
• Matching donations
• A flexible time away plan
• Family leave programs