Solution Consultant Director

Summary

Join ServiceNow's Solution Consulting team as a Director, leading a team of pre-sales professionals in the US State & Local Government and Education sector. You will define strategy, foster team alignment, and drive sales pursuits. This leadership role demands strong customer engagement, ServiceNow platform expertise, and the ability to build and develop a high-performing team. You will collaborate with sales leadership, partner teams, and other departments to achieve sales goals. The ideal candidate possesses extensive experience in pre-sales leadership within the SLG&E vertical and a proven track record of building and mentoring successful teams.

Requirements

• Experience working with customers in the State & Local Government and/or Higher Education vertical is required, preferably in a pre-sales leadership capacity
• 8-10 years of experience in building and leading pre-sales teams, with demonstrated ability in leading and coaching employees with varying levels of experience is required
• Ability to collaborate and interact at multiple levels (Enterprise Architects, Technical Architects, Directors, VP’s, and CXO’s). Understanding of how to work across different teams and levels in a matrixed environment to achieve business goals
• Understanding of the ServiceNow platform and its capabilities, with the ability to clearly articulate its value to customers
• Desire and demonstrated capability to manage change and ambiguity with an action-orientation/drive – must thrive in a dynamic environment
• Strong level of execution across both near-term and long-term objectives, while balancing the prioritization of activities for the organization across both time horizons. Critical analysis and decision-making skills are necessary for success in execution of the role

Responsibilities

• Lead a team of managers and individual contributors in the SC organization, demonstrating strong customer engagement, ServiceNow knowledge, and sales/pre-sales acumen
• Develop and grow the team’s capabilities in Solution Consulting, evaluating talent, understanding skills requirements and gaps, and devising plans to meet evolving business and customer needs
• Partner and engage with the Sales leadership team to ensure a cohesive strategy for execution and articulate this strategy to the broader sales ecosystem within ServiceNow and the partner community
• Be a thought leader within the SLG&E market, demonstrating a deep understanding of customer challenges and maintaining a public presence on how ServiceNow addresses these challenges
• Collaborate across the organization (Partner, Product, Specialty Sales, Consulting, etc.) to achieve sales goals and remove organizational blockers, leading through influence and garnering support from matrix teams
• Develop and maintain leadership and individual contributor recruiting pipelines to meet future business demands
• Partner with Sales, Marketing, and others to develop strategies and execution plans for pipeline generation and sales acceleration across different markets to ensure growth targets are met
• Set, maintain, and coach to standards for world-class execution of key presales activities across the team and the sales process, including demo delivery, POV execution, and achieving technical wins

Preferred Qualifications

• Pre-sales experience at a software company is highly preferred
• Understanding of ServiceNow sales process is preferred, but not required