Job Description: Solution Consulting Manager

Location Type: Remote Employment Type: Full-time

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.

Position Overview

As a Solution Consulting Manager, you will lead and develop a team of industry Solution Consultants (SCs) to ensure they effectively demonstrate relevance to customers, fully discover customer business and technical problems, deliver high-quality presentations and demonstrations, and execute proofs of concept successfully. You will also be responsible for comprehending and documenting business value, ensuring customer commitment to the ServiceNow solution, and developing team members according to business demands and individual professional goals.

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.
• Act as 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, and activity reporting.

Qualifications

To be successful in this role, you have:

• 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 of 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.

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!

Compensation

Compensation is based on the geographic location in which the role is located and is subject to change based on work location. For positions in this location, we offer a base pay of $146,625 - $241,950, plus equity (when applicable), and variable compensation.