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Salary: USD 175,000 - 210,000 / annual
ServiceNow is seeking a Senior Manager of Solution Consulting for Operational Technology (OT) and Cyber-Physical Systems (CPS). This is a player-coach role leading a global team of Solution Consultants focused on ServiceNow's OT/CPS portfolio, including Armis OT visibility and security, Cyber Asset Security, and USEM for OT.
You will set technical pre-sales strategy, develop and mentor a high-performing team, and personally engage in strategic customer opportunities. Success means scaling ServiceNow's OT/CPS business by building a world-class solution consulting team, improving technical sales execution quality, 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 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, proposal support, and team coaching. Set 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 and win complex 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, workflow capabilities, and Armis offerings. Help define go-to-market plays, vertical strategies (energy, utilities, manufacturing, life sciences, oil and gas, transportation), and sales collateral.
**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 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 transition from sale to implementation.
**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.
**Requirements:**
- Bachelor's degree in a technical field (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 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
- Willingness to travel up to 40% of the time on average
