Sr. Manager, Solution Consulting (SLED) (Armis/Veza)

It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.

Join us to put AI to work for people.

Armis from ServiceNow, protects the entire attack surface and manages an organization’s cyber risk exposure in real time. Combined with ServiceNow’s Security and Risk capabilities, as well as Identity Security capabilities from Veza, we bring together all critical capabilities to secure every asset, every identity - incl. AI Agents - across all environments with the right level of context - security, operational and business - to build the first of its kind autonomous defense platform for the Agentic Enterprise.

As a Sr. Manager, Solution Consulting (SLED), your primary responsibility is to lead and manage a team of pre-sales Solution Consultants responsible for driving technical solutions and supporting the sales process. You will collaborate closely with the sales and product teams to ensure successful customer engagement and drive revenue growth. Your role as a player/coach will involve providing technical expertise, coaching and mentoring the solution consulting team and overseeing the pre-sales process from a technical standpoint.

What you'll do...

Team Leadership:

• Lead, manage, and mentor a team of Solution Consultants, providing guidance, feedback, and professional development opportunities.
• Set performance goals, monitor progress, and evaluate the performance of individual team members.
• Foster a collaborative and high-performance culture within the broader Solution Consultant teams.

Sales Support and Strategy:

• Collaborate with the sales team to understand customer needs and objectives and align technical solutions accordingly.
• Provide technical expertise and support throughout the sales process, including product demonstrations, presentations, and proposals.
• Develop and maintain a deep understanding of the company's products, technologies, and industry trends to effectively articulate the value proposition to customers.
• Assist in defining sales strategies and contribute to developing sales collateral and resources.

Customer Engagement:

• Engage directly with key customers to understand their technical requirements and address any concerns or challenges.
• Act as a trusted customer advisor, offering technical insights and recommendations to drive successful outcomes.
• Conduct customer site visits, demonstrations, and presentations to showcase the company's products and solutions.
• Deliver Demonstrations and proof of value

Cross-functional Collaboration:

• Collaborate closely with the product management team to provide feedback on product features, enhancements, and market demands.
• Work closely with the marketing team to develop technical content, case studies, and sales tools to support the sales process.
• Coordinate with the implementation and support teams to ensure a seamless transition from sales to implementation and customer success.

Continuous Improvement:

• Stay updated on industry trends, competitive landscape, and emerging technologies relevant to the company's product offerings.
• Identify process improvements and implement best practices to streamline the sales engineering operations.
• Provide regular reports, metrics, and insights to the senior management team on the performance and effectiveness of the sales engineering function.

To be successful in this role you have:

• Bachelor's degree in a technical field (e.g., Computer Science, Engineering) or equivalent work experience. 
• Proven experience in sales engineering, technical sales, or a related role, preferably in the software or technology industry.
• Strong leadership and team management skills, with the ability to inspire and motivate a team toward achieving goals.
• Excellent communication and presentation skills, with the ability to articulate complex technical concepts to both technical and non-technical audiences.
• In-depth technical knowledge and understanding of cybersecurity, products, and industry trends.
• Strong customer focus and the ability to build and maintain relationships with key stakeholders.
• Analytical mindset with the ability to analyze data, metrics, and sales trends to drive informed decisions.
• Proactive and self-driven with the ability to work effectively in a fast-paced, dynamic environment.
• Expected to travel up to 40% of the time on average

For positions in this location, we offer a base pay of $168,750 - $235000 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.

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, religion, sex, sexual orientation, national origin, age, disability, gender identity,  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 [email protected] 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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