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Salary: USD 175,000 - 210,000 / annual
ServiceNow is seeking a Senior Manager of Solution Consulting for its Operational Technology (OT) and Cyber-Physical Systems (CPS) portfolio. This is a player-coach role combining team leadership with hands-on customer engagement.
You will lead a global team of Solution Consultants focused on ServiceNow's OT/CPS offerings, including Armis OT visibility and security, Cyber Asset Security, and USEM for OT. Your mandate is to scale the OT/CPS business by building a world-class pre-sales team, improving technical sales execution quality and consistency, and helping customers connect industrial operations, cyber risk, and business impact across complex environments.
Key responsibilities include:
**Team Leadership & Talent Development**: Lead, manage, and mentor a global team of OT Solution Consultants. Evaluate consultants against a skills framework measuring OT/ICS technical depth, asset visibility and exposure management expertise, demo and storytelling craft, discovery quality, business value articulation, and AI fluency. Build individual development plans, identify coverage gaps, recommend staffing changes, and inform hiring and succession planning. Partner with Sales Leadership, Enablement, and Talent teams to calibrate expectations and address performance issues.
**AI-Native Leadership**: Model AI-native ways of working in account research, discovery, demo design, proposals, and team coaching. Set clear expectations that every Solution Consultant uses AI to improve quality, speed, and consistency of work. Build and share reusable AI assets including prompts, agents, skills, demo scripts, and playbooks. Coach consultants to position ServiceNow's AI platform and agentic capabilities credibly with OT, security, and operations buyers.
**Sales Support & Strategy**: Partner with Account Executives, Armis and Veza specialists, and OT sales leadership to qualify, shape, and win complex OT/CPS opportunities. Provide technical leadership through discovery, demonstrations, proofs of value, RFP responses, and executive presentations. Develop deep expertise in the OT/CPS portfolio and explain connections to ServiceNow ITOM, Security and Risk, and workflow capabilities. Help define go-to-market plays and vertical strategies for energy/utilities, manufacturing, life sciences, oil and gas, and transportation.
**Customer Engagement**: Engage directly with CISOs, OT security leaders, plant and operations leaders, and architects. Act as a trusted advisor on OT security, compliance, and risk reduction, including frameworks such as NIS2, NERC CIP, IEC 62443, and CIRCIA. Conduct customer site visits, workshops, executive briefings, and deliver demonstrations and proofs of value that connect technical capabilities to risk reduction and measurable business impact.
**Cross-Functional Collaboration**: Provide structured field feedback to Product Management on features, competitive gaps, and market demand. Work with Marketing and Enablement to develop technical content, case studies, and field-ready tools. Coordinate with Services, Partners, and Customer Success for smooth sale-to-implementation transitions.
**Continuous Improvement**: Track the OT security competitive landscape and emerging industrial technologies. Identify process improvements and best practices to scale the Solution Consulting function. Report on team performance, coverage, and AI adoption to senior leadership.
Travel up to 40% of the time on average is expected.
**Requirements:**
- Bachelor's degree in a technical field (e.g., Computer Science, Engineering) or equivalent work experience
- Proven experience in solution consulting, sales engineering, or technical sales, preferably in cybersecurity, OT/ICS security, or industrial technology
- Experience managing and developing technical pre-sales teams, including assessing talent, setting standards, and coaching to improve
- Deep knowledge of OT/ICS environments, protocols, and architectures, including the Purdue model and segmentation, as well as OT security and asset visibility
- Familiarity with OT regulatory and standards frameworks (NIS2, NERC CIP, IEC 62443, CIRCIA, etc.)
- Demonstrated AI-native mindset: hands-on use of generative and agentic AI in your own work, and a track record of driving AI adoption on a team
- Excellent communication and presentation skills for both technical and executive audiences
- Strong customer focus and ability to build relationships with senior stakeholders
- Analytical mindset with ability to use data and metrics to drive decisions
- Proactive, self-driven approach in a fast-paced, dynamic environment
