Senior Manager, Solution Consulting

Company Description

At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you. 

With more than 7,700+ customers, we serve approximately 85% of the Fortune 500®, and we're proud to be one of FORTUNE 100 Best Companies to Work For® and World's Most Admired Companies™.

Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.

Unsure if you meet all the qualifications of a job description but are deeply excited about the role? We still encourage you to apply! At ServiceNow, we are committed to creating an inclusive environment where all voices are heard, valued, and respected. We welcome all candidates, including individuals from non-traditional, varied backgrounds, that might not come from a typical path connected to this role. We believe skills and experience are transferrable, and the desire to dream big makes for great candidates.

Job Description

The Solution Consulting (pre-sales) organization is a vital and well-respected part of the sales eco-system at ServiceNow who are expected to deliver spectacular interactions and experiences with customers and also internally, with a focus on performance and continual improvement.

We are seeking a Solution Consulting leader to lead Demonstration capability and strategy. This strategic leadership role will set the agenda for demonstration capability as well as execution by inspiring and managing a team of Presales Solution Consultants. The ideal manager will create a repeatable process, driving results, and outcomes in a multi-fold agenda including:

What you get to do in this role:

• Ensure SCs demonstrate relevance to customers, fully discover customers’ business and technical problems, deliver the highest quality presentations and demonstrations, execute proofs of concept successfully and only when needed, comprehend and document the business value to be delivered, and ensure customer commitment to the ServiceNow solution
• Develop team members according to the demands of the business and according to their individual professional goals
• Develop and maintain a recruiting pipeline of potential SC candidates to meet future business demands
• Partner with regional sales managers on strategic business initiatives and programs
• Drive SC Led strategic programs focused to drive pipeline generation and expand customer’s usage across the platform
• Assign resources as required to marketing and other efforts to support demand generation
• Develop and deploy team training curriculums to meet the changing demands of the sales organization
• Evaluate team members regularly through analysis of direct observation, peer feedback, and sales feedback
• Ensure proper alignment of resources and effective utilization of skill sets within the assigned region
• Manage day-to-day activities such as resource scheduling conflicts, expense review, and approval, activity reporting, etc.

Qualifications

To be successful in this role you have:

• Experience working in a fast-growing IT environment including software, cloud, or customer experience of the same
• 7 years experience in presales
• Experience managing presales teams as 1st line management
• Experience in leading presales teams focused on Commercial/Mid-market account segment preferred
• Understanding of standard approaches to coaching, mentoring, and management of individual contributors
• Ability to motivate and inspire a growing team of Presales Solutions Consultants
• Experience in Value-Based Selling or Solution Selling
• A thorough understanding of the SaaS Market space, the provision of PaaS based solutions, and a broad understanding of Service Management practices

For positions in the Bay Area, we offer a base pay of $165,825 - $273,675, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on facto