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Salary: USD 225,825 - 372,600 / annual
ServiceNow is seeking an Area VP of Solution Consulting for its CRM business unit, leading a multi-layer pre-sales organization across the Americas. This is an execution-focused role with direct accountability for Net New Annual Contract Value (NNACV) growth in CRM.
Key Responsibilities:
**Revenue & Execution**: Own CRM NNACV targets and mobilize the Solution Consulting organization to achieve double-digit ACV growth. Translate revenue goals into clear team-level and individual pre-sales motions, forecast technical win rates, and remove deal blockers. Partner with CRM sales leadership to prioritize high-velocity opportunities, use cases, and industries.
**Organization Building**: Lead and grow the next generation of pre-sales talent, evolving the Solution Consultant role toward the Forward Deployed Engineer (FDE) model—technical leaders who build alongside customers rather than present to them. Recruit, develop, and retain elite technical talent; build a bench of first- and second-line leaders ready for scale. Participate in and accelerate the transition from demo-centric to proof-of-value (POV)-centric pre-sales GTM motions.
**AI & Product Leadership**: Understand and guide the market's focus on AI alongside demand for next-generation CRM, positioning ServiceNow's AI-native CRM as the answer. Keep the organization fluent in agentic AI, Now Assist for CRM, and platform capabilities that differentiate ServiceNow from legacy CRM incumbents. Bring an outside-in view of CRM and AI trends into product, GTM, and enablement decisions.
**Scaling Through Automation**: Drive relentless emphasis on using AI automation tools to scale the pre-sales organization—doing more through focus, not headcount. Simplify how the team works: fewer and better assets, standardized POV frameworks, and automated demo and environment provisioning. Make speed, simplification, and clarity the operating standard.
**Field-Product Connection**: Re-establish a strong, two-way connection between AMS Solution Consulting and CRM Product Management so field insight shapes the roadmap and product direction reaches the field fast. Serve as a trusted voice of the customer, channeling technical wins, losses, and gaps into product priorities.
**Leadership & Alignment**: Drive first- and second-line leaders to clear, consistent messaging and visible leadership accountability. Establish consistent motions and communication rhythms so every team runs the same plays to the same standard. Operate as a single engine of execution with CRM selling peers—sales, product, value, and partner leaders—as one integrated function, not adjacent silos.
**Requirements**:
- 10+ years leading pre-sales, solution consulting, or technical sales organizations at scale, including leading other leaders (managing managers). This team comprises approximately 110 individual contributors and 16 managers.
- 10+ years in a leadership role in the Solution Consulting domain.
- Consistent record of owning and delivering against ACV/NNACV or equivalent revenue-tied targets in a software or SaaS environment.
- Deep understanding of the CRM market and the disruption that AI and agentic automation are bringing to it.
- Fluency with AI and automation tools and demonstrated bias toward using them to scale teams and simplify work.
- Experience evolving pre-sales motions, especially moving teams from demo-centric to POV-centric selling.
- Exceptional communication and executive presence, with ability to set clear messaging and hold leaders accountable.
- Strong cross-functional operating skills and track record of aligning sales, product, and pre-sales into a single execution engine.
- Talent magnet who can recruit, develop, and retain top technical leaders and individual contributors.
- Bachelor's degree in a technical or business field, or equivalent work experience.
- Expected to travel up to 50% of the time on average.
