Senior Manager, Solution Consulting - Strategic SI Accounts

Company Description

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.

Job Description

What you get to do in this role:

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 an experienced presales leader for our core Solution Consulting team aligned to Strategic System Integrator accounts. This leader will manage a field-based team of Solution Consultants and oversee a matrixed Solution Sales & Specialist model. Strong management skills, proven sales success, high integrity, ability to coach, excellent communication, and leadership passion are essential.

What you get to do in this role:
•    Lead a team of Solution Consultants in pre-sales best practices for large strategic customers.
•    Develop and execute a plan to grow strategic accounts in the region.
•    Collaborate with Sales, Industry Solutions, Field Marketing, Customer Success, Professional Services, and Global Partners & Channels to align on go-to-market strategy.
•    Utilize a matrixed sales structure to incorporate solution consulting specialist teams as an extension of the core SC teams.
•    Manage your team's career development and performance.
•    Ensure operational excellence in all business aspects.
•    Serve as a trusted advisor and leader, engaging directly with customers.
•    Establish and maintain internal and customer relationships.
•    Drive customer success and value realization in your region.
•    Lead strategic initiatives to achieve positive business outcomes.

Qualifications

To be successful in this role you have:

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI’s potential impact on the function or industry. 
• Bachelor's Degree or equivalent
• 8 or more years of experience in presales solution consulting
• 5 or more years of experience leading individual contributors in a matrixed presales organization
• A commitment to continuous learning and innovation, and the ability to coach, mentor and lead change
• Extensive experience managing multi-tiered customer relationships
• A consistent record of meeting and exceeding regional team quotas
• Experience attracting, retaining, and developing high-performing talent through assessing, hiring, onboarding, coaching, and development
• Experience managing a growing team across different geographical locations
• Strong knowledge and demonstrated skills in presales, customer presentations, and relationship building
• Good technical skills and knowledge of enterprise software platforms
• Strong analytical and reporting capabilities to derive insights and drive positive results
• Proven track record of selling solutions to the technology or system integrator consulting market
• Excellent organization, communication, teamwork, presentation, problem-solving, and time management skills
• A professional attitude, strong work ethic, humility, and excellent team-building, communication, and listening skills

Not sure if you meet every qualification? We still encourage you to apply! We value inclusivity, welcoming candidates from diverse backgrounds, including non-traditional paths. Unique experiences enrich our team, and the willingness to dream big makes you an exceptional candidate!

For positions in this location, we offer a base pay of $149,250 - 246,300, 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 factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time a