Director Solution Consultant
1 month ago
It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.
Job DescriptionThe Solution Consulting (SC) team is ServiceNow's pre-sales group, playing a key role in the sales process by providing exceptional customer interactions. Their goal is to showcase the power of the ServiceNow platform through customer-focused engagement, combining business knowledge and technology expertise to solve customer problems.
We are seeking a Director of Solution Consulting for the US State & Local Government and Education (SLG&E) business to lead a team of driven, highly skilled pre-sales leaders and solution consultants across the US. This leader will work closely with our SLG&E sales leadership team in defining strategy, orchestrating team alignment, and engaging in sales pursuits while setting clear goals for the organization to support business growth. Additionally, this leader will be responsible for creating an environment where SCs can thrive and grow in their careers, by planning development, coaching, and enablement across the organization.
The ideal leader will build a strong, collaborative team that is focused on driving results across the business in a scalable way that is optimized for the unique nature of our State & Local government and Education vertical. This is a comprehensive senior leadership role that includes (but is not limited to) the following:
- Leading from the front of a team of managers and individual contributors in the SC organization, with strong customer engagement, ServiceNow knowledge, and sales/pre-sales acumen.
- Developing and growing the team’s capabilities in Solution Consulting, by evaluating talent, understanding skills requirements and gaps (current and future) and devising plans to meet the evolving needs of the business and our customers.
- Closely partner and engage with the Sales leadership team to ensure a cohesive strategy for execution and the ability to articulate this strategy to the broader sales eco-system within ServiceNow and our partner community.
- Being viewed as a thought leader within the SLG&E market by demonstrating a deep understanding of the challenges faced by our customers and their constituents and maintaining a public presence on how ServiceNow can help address these challenges.
- Collaborating across the organization – Partner, Product, Specialty Sales, Consulting, etc. – to effectively achieve sales goals and remove blockers for the organization, by leading through influence and garnering support from matrix teams.
- Developing and maintaining leadership and individual contributor recruiting pipelines to meet future business demands, as this is an exciting high growth business for ServiceNow.
- Partnering with Sales, Marketing, and others to develop strategies and execution plans for pipeline generation and sales acceleration across the different markets, to ensure our growth targets are met.
- Setting, maintaining, and coaching 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.
To be successful in this role you have:
- 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. Pre-sales experience at a software company is highly preferred.
- 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 in order to achieve business goals.
- Understanding of the ServiceNow platform, and the capabilities it brings to market, with an ability to clearly articulate the value to customers. Understanding of ServiceNow sales process is preferred, but not required.
- 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 org across both time horizons. Critical analysis and decision-making skills are necessary for success in execution of the role.
Not sure if you meet every qualification? We still encourage you to apply We value inclusivity, welcoming candidates from diverse backgrounds, including non-traditional paths. Unique experiences enrich our team, and the willingness to dream big makes you an exceptional candidate
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