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As Director of Solution Consulting for CRM across the Nordics, Benelux, Sweden, and adjacent markets, you will lead the pre-sales engine and drive technical strategy for one of ServiceNow's fastest-growing regions. You manage first-line Solution Consulting managers and individual contributors, operating as the leader closest to deals and responsible for removing blockers, keeping teams focused, and ensuring Solution Consulting moves in lockstep with sales peers.
Key responsibilities include owning EMEA North CRM NNACV (Net New Annual Contract Value) targets and contributing to double-digit ACV growth goals. You will maintain detailed visibility into active opportunities, technical stages, and proof-of-value status, acting on pipeline insights weekly rather than quarterly. You'll be the first escalation point for deal blockers—environment access, resourcing conflicts, scope clarity, product gaps—and protect team time by cutting low-value requests.
You will coach first-line managers on deal reviews and technical strategy, recruit and develop strong technical talent, and build a bench of ready-now leaders. You'll give direct, regular feedback to both managers and individual contributors, addressing performance issues early. Visibility and recognition of wins will keep morale and momentum high.
You'll drive the shift toward proof-of-value-centric selling and the Forward Deployed Engineer model, using AI automation tools and standard POV frameworks to speed up demos and environment provisioning. You'll also channel technical wins, losses, and product gaps from your team to product leadership using specific, deal-level examples.
The role requires running joint pipeline and deal reviews with CRM sales, value, partner, and product counterparts to operate as one engine. You'll agree coverage, account plans, and proof strategy with Account Executives before they reach customers. Travel up to 40% of the time across the Nordics, Benelux, Sweden, and adjacent markets is expected.
REQUIREMENTS:
- 6+ years in a leadership role in Solution Consulting or comparable pre-sales/technical sales function, including managing first-line leaders and individual contributors
- Still credible on deals: able to scope a POV, work through architecture questions, or join customer calls without losing the thread
- Consistent record of owning and delivering against ACV/NNACV or equivalent revenue-tied targets in software or SaaS
- Experience leading distributed teams across the Nordics, Benelux, Sweden, and adjacent markets; ability to operate effectively across cultures, languages, and time zones
- Working understanding of the CRM market and how AI and agentic automation are changing it
- Fluency with AI and automation tools; bias toward using them to simplify work
- Experience moving a team from demo-centric to POV/proof-of-value-centric selling
- Clear, direct communication; ability to set standards and hold first-line leaders accountable
- Good operating judgment: knows when to escalate, decide, or step back
- Talent-focused leader who can recruit, develop, and retain strong technical leaders and ICs
- Bachelor's degree in a technical or business field, or equivalent work experience
