ServiceNow is currently seeking a Presales Solution Consultant to provide technical sales partnership and to provide customers within the Commercial (Large SME) space with product and solution guidance. Aligned to a portfolio of accounts, the Solution Consultant will participate in the growth of the customer by utilising world-class technical pre-sales techniques to communicate the power, extensibility, and ease-of-use of the ServiceNow platform.
What you get to do in this role:
The Solution Consultant is a pre-sales technical consultant with the advanced ability to develop, position and provide technology based solutions during sales cycles while achieving quarterly and annual sales goals for an assigned territory.
- Responsible for understanding business and technical problems addressed by ServiceNow products including business transformation, operational efficiency, key regulations & resilience, evolving business needs, security, etc.
- Routine interaction with C-Suite Executives
- Interview customers both face to face and remotely to uncover their technology architecture and business needs.
- Partner with the sales teams in the customer account and strategy planning
- Lead non-technical discussions with your customers to help define objectives that ServiceNow can address and their business value
- Sell the value of our solution, not just the features and functions of the products
- Support and sometimes lead regional marketing events – user conferences, trade shows, webinars, etc
- Demonstrations of the product, both standard and tailored to prospects and existing customers, both onsite and via video conference.
- Collaborate in the creation of product demo scripts and scenarios.
- Develop a deep understanding of the ServiceNow platform so you can be consultative and provide customers guidance and best practices in designing their solution
- Responding to Request for Information/Proposal documents
- Staying current on product developments/releases to a level required to brief customers on product roadmaps, deliver product demos and leading POV/POC cycles.
- Staying current on competitive analyses and understanding differentiators between the company and its competitors.
- In conjunction with Sales Personnel and Professional Services, conduct transition briefings - communicate commitments, set expectations in preparation for deployment
- Act as the ServiceNow subject matter expert at Executive briefings/marketing events
To be successful in this role you have:
- Expertise (3-6 years) of enterprise software pre-sales solution consulting or engineering experience essential
- Experience working with and selling to commercial enterprises (c. 5000 employees)
- Experience selling across vertical markets
- Experience selling complex multi-product or cross-platform software solutions
- Exhibits a degree of technical expertise and understanding, with the aptitude to learn new technology and solutions quickly
- Able to articulate and logically communicate concepts with both technical and non-technical audiences.
- Exceptional communication and presentation skills including technical and business concepts to a variety of audiences including C-level
- Understanding of working in complex matrix sales organisation
- Commercially savvy, with the ability to understand the "bigger picture" and the business drivers around IT
- Territory management skills and account strategy skills, including pipeline building and working with Sales counterpart to guide execution excellence
- Business Travel, as necessary within the UK and occasionally international travel to the US.
- This is a hybrid working environment so weekly presence in the office in London or Staines when not with customers is anticipated
- Fluency in English
ServiceNow is an Equal Employment 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.
At ServiceNow, we lead with flexibility and trust in our distributed world of work. Click here to learn about our work personas: flexible, remote and required-in-office.
If you require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at [email protected] for assistance.
For positions requiring access to technical data subject to export control regulations, including Export Administration Regulations (EAR), ServiceNow may have to obtain export licensing approval from the U.S. Government for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by the U.S. Government.
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