Manager, Presales Solution Consulting

at  Servicenow

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
The Solution Consulting (pre-sales) organisation plays a vital role within the sales ecosystem at ServiceNow. It is a well-respected team that delivers exceptional experiences both for our customers and internally, staying aligned with one of our core values: “Wow our customers.”

We are seeking a Solution Consulting Leader for our Public Sector team to lead the presales capability and strategy for their own district. This is a strategic leadership role where you will guide the team in demonstrating key skills, inspire a diverse group of Solution Consultants, and drive successful execution. The Leader will establish a sustainable process that drives results while inspiring a team of Solution Consultants to deliver exceptional customer experiences. These experiences should align with the language our customers use, tailoring our approach to their specific industry use cases

• Ensure SCs demonstrate industry 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 development plans
• Work with regional sales managers to prioritise regional Solution Consulting efforts and work closely together to jointly execute on the agreed strategy.
• Assign resources to sales opportunities, and consistently evaluate progress against goals
• 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 organisation
• Evaluate team members regularly through analysis of direct observation, peer feedback and sales feedback
• Ensure proper alignment of resources and effective utilisation of skill sets within the assigned region
• Manage day-to-day activities such as resource scheduling conflicts, technical win closure, expense review and approval, activity reporting etc.
• Develop and maintain a recruiting pipeline of potential SC candidates to meet future business demands

Qualifications

TO BE SUCCESSFUL IN THIS ROLE YOU HAVE:

• Strong pre-sales experience as an individual contributor and leader, preferably at ServiceNow
• Thought leadership in methods and techniques for story telling with software
• Ability to coach and develop early-in-career as well as senior individual contributors
• Able to lead people, process and systems development
• Gain and build relationship and trust quickly inside and outside of the SC organization
• Leader who is tactically oriented with long term alignment and understanding of outcomes, ability to flex and shift as needed.
• Strong understanding of ServiceNow sales and engagement process and business value
• Ability to clearly articulate the power and value of the ServiceNow platform
• Experience working in a fast-growing IT environment including software, cloud, or customer experience of the same
• Deep and demonstrable success in a presales role
• Experience managing presales teams as 1st line management
• Experience with the Financial Services and Banking market and experience selling and gaining access to customers’ senior management
• 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 provision of PaaS based solutions and a broad understanding of Service Management practices
  Additional Information

We are seeking a Solution Consulting Leader for our Public Sector team to lead the presales capability and strategy for their own district. This is a strategic leadership role where you will guide the team in demonstrating key skills, inspire a diverse group of Solution Consultants, and drive successful execution. The Leader will establish a sustainable process that drives results while inspiring a team of Solution Consultants to deliver exceptional customer experiences. These experiences should align with the language our customers use, tailoring our approach to their specific industry use cases

• Ensure SCs demonstrate industry 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 development plans
• Work with regional sales managers to prioritise regional Solution Consulting efforts and work closely together to jointly execute on the agreed strategy.
• Assign resources to sales opportunities, and consistently evaluate progress against goals
• 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 organisation
• Evaluate team members regularly through analysis of direct observation, peer feedback and sales feedback
• Ensure proper alignment of resources and effective utilisation of skill sets within the assigned region
• Manage day-to-day activities such as resource scheduling conflicts, technical win closure, expense review and approval, activity reporting etc.
• Develop and maintain a recruiting pipeline of potential SC candidates to meet future business demand