Director Solution Consultant, ServiceNow
State and Local
Cloud-based digital workflows for enterprises
Posted today
Cloud-based digital workflows for enterprises
1001+ employees
Posted today
1001+ employees
Company mission
To transform IT to revolutionise the enterprise.
Role
Who you are
- 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
What the job involves
- 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
- 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
Our take
ServiceNow provides cloud-based solutions that define, structure, manage, and automate services for enterprise operations, transforming old, manual ways of working into modern digital workflows. The company was founded in 2004 with a vision to build a cloud-based platform that would enable regular people to route work effectively through the enterprise.
Much as Salesforce enables a company to manage its external clients by keeping a record of all contacts and interactions, ServiceNow promises an internal system to meet the needs of employees. It has succeeded in claiming half the market, setting itself apart from legacy IT service-management software players like BMC Software, Hewlett Packard Enterprise, Cherwell Software and CA Technologies.
The company's success comes from two product traits: simplicity and customisability. ServiceNow's IT tools don't require the IT department to set them up. Once running, they offer a single collection centre for requests, data points and checklists, all of which can in turn be analysed by algorithms to predict needs, flag concerns and measure efficiency.
The company has more than 7500 customers, including 80% of the Fortune 500 list of the United States' largest corporations. ServiceNow now looks to increase its revenue threefold in upcoming years and has entered into a 5-year partnership plan with Visa, beginning with the launch of a Visa-integrated dispute resolution solution for issuers. The company is prioritising organic growth over mergers and acquisitions, with a target revenue of $15 billion, something which its Visa partnership will no doubt aid in achieving.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Few candidates hear
back within 2 weeks
16% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Mar 2012
$11m
GROWTH EQUITY VC
Feb 2012
$17.9m
GROWTH EQUITY VC
Total funding: $83.8m
Company benefits
- Commuter benefits
- Annual learning stipends
- Work from home opportunities
- Generous family leave
- Matched donations
- Flexible PTO
- 401(k) matching
- Paid volunteer time
Company values
- Win as a team
- Innovate and execute
- Stay hungry and humble
- Deliver customer success
Company HQ
Santa Clara, CA
Articles
Leadership
Fred Luddy
(Chairman Of The Board)Previously Software Developer at Amdahl Corporation for 4 years and CTO at Peregrine Systems for 13 years.
Salary benchmarks
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Diversity, Equity & Inclusion at ServiceNow
- Enabling and empowering our people: We use rich learning programmes to equip employees with inclusive mindsets and skills, and we build equitable processes across our entire talent ecosystem
- Engaging our communities and allies: We make space to listen, share openly and engage in respectful dialogue. We extend into our communities through civic engagement, digital literacy and non‑profit support
- Building diverse talent and hiring inclusively: We grow stronger together by developing and advancing individual talent and by improving representation at all levels.
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