Director Solution Consultant - State and Local - ServiceNow

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.

The 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!

For positions in this location, we offer a base pay of $190,725 to $314,775, 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. Learn more here.

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 talent.acquisition@servicenow.com 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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