Principal ServiceNow Solution Sales Architect (Remote)

*** This role can be remote in the US, however, residency in northern VA for meetings onsite with clients or at ICF HQ (Reston, VA) is highly preferred***

As a Principal ServiceNow Solution Sales Architect, you will be a vital member of our ServiceNow practice, responsible for driving new business opportunities and creating contract growth for our ServiceNow services. Your primary role will be to leverage your technical, delivery, and business expertise to drive the value of our ServiceNow solutioning to potential and existing clients. Working collaboratively with various teams, you will play a key role in the sales cycle of ServiceNow projects.

Your responsibilities include:

• Customer Presentations: Prepare and deliver engaging presentations and demonstrations of ServiceNow solutions and delivery methodologies to potential and existing clients, highlighting the technical features, business benefits, and competitive advantages. You will be able to tailor your presentations to different audiences, ranging from technical to executive level.

• Proposal Development: Collaborate with the proposal teams to create compelling proposals that outline the technical and business aspects of the solution, including implementation plans, timelines, and cost estimates. You will ensure that the proposed solutions and delivery methodologies address all the specific requirements and objectives of the clients.

• Solutioning Sessions: Conduct solutioning sessions with clients and internal stakeholders to understand their current challenges, pain points, and goals, and propose optimal ServiceNow solutions and delivery methodologies that meet their needs and expectations. You will be able to articulate the value proposition and the return on investment of our solutions.

• Market Research: Conduct market research and analysis to identify new business opportunities, emerging trends, and competitive threats in the ICF and ServiceNow domains. You will provide insights and recommendations to the business development and marketing teams to develop effective strategies and campaigns.

• Client Relationships: Build and maintain strong relationships with prospects and clients, as well as our business development and program management teams that support them, understanding their unique needs and providing exceptional customer service throughout the sales cycle.

10% - potential travel to client locations

Required Experiences and Certifications

• 8+ years delivering ServiceNow solutions to clients or writing proposals for ServiceNow solutions on new opportunities.

• 3+ years of experience as a Solution Sales Architect, Technical Sales Consultant, or similar role, with a track record of creating new contract growth.

• 3+ years of experience in client presentation and communications, with the ability to influence and persuade clients and stakeholders.

• 3+ years of experience in a role where the ability to understand and translate complex requirements and objectives resulted in providing effective solutions. 

• US Citizenship is required (required by the federal government for this position).

Valuable Skills for this Role

• ServiceNow pre-sales accreditations

• Relevant certifications such as ITIL, PMP, or CSM are advantageous but not mandatory.

• Collaborative and team-oriented mindset, with the ability to work effectively with diverse and cross-functional teams.

• Self-motivated and results-driven, with the ability to manage multiple priorities and tasks simultaneously.

• Certified in two or more mainline certifications, with preference for the following:

  • ServiceNow Certified System Administrator

  • ServiceNow Certified Application Developer

  • Certified Implementation Specialist (CIS) – Human Resources

  • CIS – Customer Service Management

  • CIS – IT Service Management

  • CIS – Discovery

  • CIS – Service Mapping

  • CIS – Strategic Portfolio Management

  • CIS – Application Portfolio Management

  • CIS – Software Asset Management

  • CIS – Hardware Asset Management

  • CIS – Project Portfolio Management

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Working at ICF

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