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Salary: USD 168,750 - 200,000 / annual
As a Senior Advisory Solution Consultant on ServiceNow's Federal defense team, you will serve as the technical expert and trusted advisor for strategic ServiceNow Security engagements (Armis, Veza, Risk) with Department of Defense and Federal System Integrator prospects. You will partner closely with sales to guide complex deals from discovery through proof of value, demonstrating how AI-powered visibility and security posture improvements address federal operational challenges.
Key Responsibilities:
- Lead technical discovery sessions to understand federal customers' security challenges, compliance mandates, and existing asset landscapes, then map ServiceNow Security solutions to measurable customer outcomes.
- Deliver compelling, tailored product demonstrations and technical deep dives showing how AI-driven solutions provide actionable visibility into IT/IoT/OT networks, managed IT, cloud infrastructure, and cross-domain security.
- Design, deploy, and manage proof-of-value engagements in live federal environments, from initial data collection through analytics validation, measuring tangible security posture improvements.
- Partner with sales counterparts to guide opportunities from qualification through close, providing technical credibility and strategic positioning at every milestone.
- Support high-impact marketing and sales activities including trade shows, executive briefings, customer webinars, and industry events, representing ServiceNow as a technical authority on federal security modernization.
- Provide feedback to product management on federal customer requirements, compliance gaps, and market differentiation opportunities.
- Share battle-tested technical assets, use cases, and best practices with the broader Solution Consulting team.
- Stay current on competitive positioning, federal IT security trends, emerging threats, and new Armis and Veza capabilities.
Travel: Up to 40% to support key customer engagements, trade shows, and field support in assigned territories.
Requirements:
- 5+ years of pre-sales solution consulting, sales engineering, or solutions architecture experience, ideally in cybersecurity, network security, or IT operations.
- Direct experience selling to or supporting Federal, DoD, or Federal System Integrator customers.
- Ability to learn and articulate complex technical concepts, translating them into business impact for C-suite and technical audiences.
- Demonstrated expertise with enterprise cybersecurity solutions, vulnerability management, detection and response, cloud security platforms, agentless security solutions, network traffic analysis, or behavioral threat detection.
- Technical depth in Linux, virtualization, cloud platforms (AWS/Azure/GCP), and utility scripting (Python).
- Strong understanding of network architecture, IT/IoT/OT environments, cloud infrastructure, and endpoint security landscapes.
- Exposure to AI and machine learning in a security context, AI-driven detection and analytics, agentic automation, or securing and governing AI systems and agents.
- Knowledge of CMMC, FedRAMP, NIST, STIG, CSfC, or other federal compliance and security frameworks.
- Background in IT/IoT/OT security, industrial control systems, critical infrastructure, or utility networks.
- Excellent written and verbal communication skills with ability to build credibility quickly with federal customers and internal stakeholders.
- Ownership mindset: comfortable taking full responsibility for deal success and navigating ambiguity in federal sales cycles.
- BS degree in Computer Science, MIS, or equivalent experience required.
- Existing Top Secret clearance (ideal) or ability to obtain a Top Secret clearance.
