Principal Solution Lead -ServiceNow(Pre Sales)

Unisys; Sydney; On-site; AUD 140,000 - 190,000; Full time

Job summary

Unisys in Sydney seeks a senior pre-sales solution architect to shape client solutions and lead engagements across ServiceNow, Freshworks, and EasyVista platforms. You will drive technical value, craft PoVs, and manage migration playbooks while leading workshops and pricing discussions.

Applicants should have at least 8 years in consulting or professional services, baseline security clearance, CSA/CIS/CTA certifications, and experience with multiple ITSM platforms.

Qualifications

• Strong technical understanding of the ServiceNow platform.
• Proven track record in pre-sales, solution architecture, and business development roles.
• Ability to create technical assets such as PoVs, accelerators, and migration playbooks.
• Excellent communication, presentation, and client engagement skills.
• Experience with ITSM platforms including Freshworks, BMC Helix, and Cherwell.
• Ability to articulate business value and ROI of ESM solutions to technical and non-technical stakeholders.
• Familiarity with sales methodologies (MEDDIC, Challenger, Solution Selling).
• Ability to lead workshops and shape solutions collaboratively with clients.

Responsibilities

• Collaborate with SE, CE, CDE & CTO to develop and execute account strategies.
• Identify, qualify, and nurture new business opportunities within clients and prospects.
• Create pursuit kits to support sales engagements and drive pipeline growth.
• Develop and deliver PoV engagements and product demonstrations.
• Design and implement accelerators to demonstrate value across ServiceNow, Freshworks, EasyVista.
• Create migration playbooks for transitions from platforms like ServiceNow, BMC Helix, and Cherwell.
• Own and complete RFP responses aligned with client requirements and sales objectives.
• Draft Statements of Work for client projects.
• Lead client-facing aspects of projects, including workshops, solution shaping and pricing.
• Participate in marketing events, webinars and forums to promote Unisys ESM solutions and generate leads.
• Build and maintain strong client relationships at multiple levels as trusted advisor.
• Provide feedback to product and marketing teams based on client insights.
• Oversee project execution by the ESS delivery organization.

Skills

ServiceNow

Pre-sales

Solution architecture

Business development

Client engagement

PoVs

Migration playbooks

Product demonstrations

Stakeholder management

Sales methodologies (MEDDIC, etc.)

Tools

Freshworks

BMC Helix

Cherwell

EasyVista

Job description

What success looks like in this role:

This role is responsible for shaping solutions, leading client engagements, and supporting the sales cycle through technical expertise, innovation, and proactive sales activities across the ServiceNow and Freshworks platforms.

Key Responsibilities:

• Collaborate closely with SE, CE, CDE & CTO organizations to develop and execute account strategies.
• Identify, qualify, and nurture new business opportunities within existing and prospective clients.
• Create pursuit kits to support sales engagements and drive pipeline growth.
• Develop and deliver repeatable Proof of Value (PoV) engagements and compelling product demonstrations tailored to client needs.
• Design and implement accelerators to demonstrate value and innovation across the ServiceNow , Freshworks and EasyVista platforms.
• Create migration playbooks, focusing on transitions from platforms such as ServiceNow, BMC Helix, and Cherwell.
• Own and complete RFP responses, ensuring alignment with client requirements and sales objectives.
• Draft Statements of Work (SOWs) for client projects.
• Lead client-facing elements of projects, including technical workshops, solution shaping, and pricing.
• Actively participate in marketing events, webinars, and industry forums to promote Unisys ESM solutions and generate leads.
• Build and maintain strong client relationships at multiple organizational levels, acting as a trusted advisor.
• Provide feedback to product and marketing teams based on client and market insights.
• Oversee project execution by the ESS delivery organization.

You will be successful in this role if you have:

• Strong technical understanding of the ServiceNow platform.
• Proven track record in pre-sales, solution architecture, and business development roles.
• Ability to create technical assets such as PoVs, accelerators, and migration playbooks.
• Excellent communication, presentation, and client engagement skills.
• Experience with ITSM platforms including Freshworks, BMC Helix, and Cherwell.
• Ability to articulate business value and ROI of ESM solutions to both technical and non-technical stakeholders.
• Familiarity with sales methodologies (e.g., MEDDIC, Challenger, Solution Selling).
• Ability to lead workshops and shape solutions collaboratively with clients.

Key Performance Indicators (KPIs)

• Influenced and sourced Total Contract Value (TCV).
• Win performance and conversion rate of PoV projects to fully scoped and funded engagements.
• Pipeline generation and qualification targets.
• Number of client meetings, demos, and workshops delivered.
• Contribution to upsell/cross-sell opportunities and customer retention rates.
• Client satisfaction scores related to pre-sales engagements.

You will be successful in this role if you have:

• Baseline security clearance is required for this role.
• ServiceNow certifications - CSA, CIS, and CTA.
• Desirable:Experience with other ITSM platforms (BMC, Freshworks, Cherwell, EasyVista).
• Minimum 8 Years Prior experience in consulting or professional services environments.

Unisys is proud to be an equal opportunity employer that considers all qualified applicants without regard to age, caste, citizenship, color, disability, family medical history, family status, ethnicity, gender, gender expression, gender identity, genetic information, marital status, national origin, parental status, pregnancy, race, religion, sex, sexual orientation, transgender status, veteran status or any other category protected by law.

If you are a US job seeker unable to review the job opportunities herein, or cannot otherwise complete your expression of interest, without additional assistance and would like to discuss a request for reasonable accommodation, please contact our Global Recruiting organization at [e-mail]. US job seekers can find more information about Unisys’ EEO commitment here.