Overview
ServiceNow is currently seeking a Public Sector Presales Solution Consultant to provide technical sales partnership and to provide customers within the Public Sector industry with product and solution guidance. Aligned to a small portfolio of Enterprise-level Accounts, the Solution Consultant will participate in the growth of the customer by utilising world-class technical pre-sales techniques to communicate the power, extensibility, and ease-of-use of the ServiceNow platform. The Advisory Presales Solution Consultant is a pre-sales technical consultant with the advanced ability to develop, position and provide technology based solutions during sales cycles while achieving quarterly and annual sales goals for an assigned territory.
Responsibilities
* Responsible for understanding business and technical problems encountered in the Public Sector addressed by ServiceNow products including business transformation, operational efficiency, key regulations & resilience, evolving business needs, security, etc.
* Routine interaction with C-Suite Executives
* Interview customers both face to face and remotely to uncover their technology architecture and business needs.
* Partner with the sales teams in the customer account and strategy planning
* Lead non-technical discussions with your customers to help define objectives that ServiceNow can address and their business value
* Sell the value of our solution, not just the features and functions of the products
* Support and sometimes lead regional marketing events - user conferences, trade shows, webinars, etc
* Demonstrations of the product, both standard and tailored to prospects and existing customers, both onsite and via video conference.
* Collaborate in the creation of product demo scripts and scenarios.
* Develop a deep understanding of the ServiceNow platform so you can be consultative and provide customers guidance and best practices in designing their solution
* Responding to Request for Information/Proposal documents
* Staying current on product developments/releases to a level required to brief customers on product roadmaps, deliver product demos and leading POV/POC cycles.
* Staying current on competitive analyses and understanding differentiators between the company and its competitors.
* In conjunction with Sales Personnel and Professional Services, conduct transition briefings - communicate commitments, set expectations in preparation for deployment
* Act as the ServiceNow subject matter expert at Executive briefings/marketing events
Qualifications
* Expertise (c. 10+ years) of enterprise software pre-sales solution consulting or sales engineering experience essential
* Experience working with and selling to Public Sector organisations
* Experience selling complex multi-product or cross-platform software solutions essential
* Solution and/or process experience with IT Service Management (ITSM), Financial Management (FM), Project Portfolio Management (PPM), DevOps, Agile, HR Service Delivery (HRSD), Governance Risk and Compliance (GRC), Security Operations, IT Operations Management (ITOM) including Cloud Management, Event Management, Infrastructure Discovery/Mapping or any complementary technologies such as Generative AI
* Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving, including using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI’s potential impact on the function or industry
* Ability to pull together complex virtual and matrix teams
* Exhibits a degree of technical expertise and understanding, with the aptitude to learn new technology and solutions quickly
* Able to articulate and logically communicate concepts with both technical and non-technical audiences
* Exceptional communication and presentation skills including technical and business concepts
* Understanding of and experience selling to Enterprise Architecture teams
* Ability to understand the "bigger picture" and the business drivers around IT
* Territory management skills, including pipeline building and working with Sales counterpart to guide execution excellence
* Business Travel as necessary within the UK and occasionally international travel to the US. Offices in Staines and London with attendance required 1-2 times per week depending on business need
* Fluency in English
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