CPQ Solution Consulting Manager

Company Description
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 Description
What you get to do in this role

• Ensure Solution Consultants clearly articulate value and relevance to customers, fully uncover business and technical requirements, deliver high-quality presentations and product demonstrations, and execute proofs of concept only when appropriate.
• Guide the team in documenting business value, defining solution success criteria, and securing customer commitment to the proposed CPQ/ServiceNow solution.
• Develop team members in alignment with business needs and individual career goals.
• Build and maintain a strong recruiting pipeline of high-caliber SC talent to support future growth.
• Partner closely with regional sales leadership to prioritize Solution Consulting engagement across CPQ opportunities.
• Assign SC resources to sales cycles and continuously assess progress against objectives.
• Allocate resources to support marketing events, demand-generation initiatives, and strategic programs as needed.
• Create, deliver, and iterate on training curricula to ensure the team remains aligned with evolving sales strategies and product capabilities.
• Regularly evaluate team performance through direct observation, coaching sessions, and feedback from peers and sales stakeholders.
• Ensure optimal alignment of skills and resources across the region to maximize effectiveness and coverage.
• Oversee day-to-day operational activities, including scheduling, resolving resource conflicts, reviewing expenses, and ensuring accurate activity reporting.

Qualifications
To be successful in this role, you have:

• Experience leveraging AI or evaluating how AI can improve workflows, decision-making, automation, or operational efficiency within a SaaS or presales environment.
• Experience in a fast-paced IT or SaaS environment—preferably involving CPQ, cloud platforms, or enterprise software.
• 7+ years of presales experience, ideally with CPQ, CRM, or quoting/commerce solutions.
• Experience as a first-line manager leading presales or Solution Consulting teams.
• Strong coaching, mentoring, and people-management skills with the ability to develop individual contributors at varying experience levels.
• Proven ability to motivate, inspire, and scale a high-performing presales organization.
• Background in Value-Based Selling, Solution Selling, or similar consultative enterprise sales methodologies.
• Solid understanding of the SaaS market, enterprise sales cycles, and best practices in service management and/or PaaS-based solution delivery.

For positions in this location, we offer a base pay of $165,825 - $273,675, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

Additional Information

Work Personas
We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.

Equal Opportunity Employer
ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.

Accommodations
We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact for assistance.

Export Control Regulations
For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.

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