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ServiceNow is seeking an Advisory Presales Solution Consultant to provide technical sales partnership and product/solution guidance to Public Sector customers (higher education and healthcare). You will be aligned to a small portfolio of Enterprise-level accounts and will drive customer growth through world-class presales techniques, demonstrating the power, extensibility, and ease-of-use of the ServiceNow platform.
Key responsibilities include:
- Understanding business and technical problems in the Public Sector addressed by ServiceNow products (business transformation, operational efficiency, regulations, resilience, security)
- Routine interaction with C-Suite executives
- Conducting customer interviews (face-to-face and remote) to uncover technology architecture and business needs
- Partnering with sales teams on account strategy and planning
- Leading non-technical discussions to define objectives ServiceNow can address and their business value
- Selling solution value, not just features and functions
- Supporting and leading regional marketing events (user conferences, trade shows, webinars)
- Delivering product demonstrations (standard and tailored) both onsite and via video conference
- Collaborating on product demo scripts and scenarios
- Developing deep understanding of the ServiceNow platform to provide consultative guidance and best practices
- Responding to RFI/RFP documents
- Staying current on product developments, releases, and competitive analyses
- Conducting transition briefings with Sales and Professional Services teams
- Acting as ServiceNow subject matter expert at executive briefings and marketing events
Requirements:
- 6-10 years of enterprise software presales solution consulting or sales engineering experience (essential)
- Experience working with and selling to Public Sector organisations, ideally with exposure to healthcare and/or higher education
- Experience selling complex multi-product or cross-platform software solutions (essential)
- Solution and/or process experience with one or more of: IT Service Management (ITSM), Financial Management (FM), Project Portfolio Management (PPM), DevOps, Agile, HR Service Delivery (HRSD), Governance Risk and Compliance (GRC), Security Operations, IT Operations Management (ITOM) including Cloud Management, Event Management, Infrastructure Discovery/Mapping, or complementary technologies such as Generative AI (highly desirable)
- Experience leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving
- Ability to pull together complex virtual and matrix teams
- Technical expertise and understanding with aptitude to learn new technology and solutions quickly
- Ability to articulate and logically communicate concepts with both technical and non-technical audiences
- Exceptional communication and presentation skills for technical and business concepts
- Understanding of and experience selling to Enterprise Architecture teams
- Ability to understand the bigger picture and business drivers around IT
- Territory management skills, including pipeline building and working with Sales counterparts
- Willingness to travel within the UK (mainly Midlands) and occasionally to the US
- Fluency in English
- Office attendance required 1-2 times per week (Staines and London offices)
