Senior Manager, Core Presales Solution Consulting

Servicenow; Staines-upon-Thames; Hybrid; GBP 90,000 - 120,000; Full time

Job summary

ServiceNow is seeking a Solution Consulting leader for our Telco, Media & Technology presales team to drive presales capability and strategy. You will lead a group of Presales Solution Consultants, shaping the approach to demonstrations, value messaging, and proofs of concept where appropriate.

The role focuses on building a repeatable process, developing talent, and collaborating with regional sales leaders to align resources with business priorities across Staines/London offices.

Qualifications

• Strong SaaS pre-sales leadership experience in Telco, Media & Tech.

Responsibilities

• Lead presales capability and strategy for Telco, Media & Technology.
• Inspire and manage a team of Presales Solution Consultants.
• Develop repeatable processes and measurement for success.
• Prioritize regional Solution Consulting efforts with regional sales managers.
• Allocate resources to sales opportunities and marketing activities.
• Develop and deploy team training curriculums.
• Evaluate team progress through direct observation, peer feedback and sales metrics.
• Align resources and skill-utilization across the assigned region.
• Oversee day-to-day activities such as scheduling conflicts and expenses.

Skills

SaaS leadership

Telco/Media/Tech pre-sales

People leadership

Storytelling with software

Coaching

Stakeholder engagement

Travel 30-50%

Job description

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 a Solution Consulting leader for our Telco, Media & Technology presales team to lead presales 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:

• 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
• Work with regional sales managers to prioritize regional Solution Consulting efforts
• Assign resources to sales opportunities, and consistently evaluate progress against goals
• 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:

• Strong SaaS pre-sales experience as an individual contributor and Leader in the Telco, Media & Technology vertical
• At least 4 years SC leadership experience, transforming and developing teams with a SaaS platform provider
• Thought leadership in methods and techniques for story telling with software
• Ability to coach and develop early-in-career as well as senior individual contributors
• Gain and build relationship and trust quickly inside and outside of the SC organization, able to lead through influence across a complex sales eco-system
• Leader who is tactically oriented with long term alignment and understanding of outcomes, ability to flex and shift as needed.
• Strong understanding of ServiceNow sales and engagement process and business value
• Ability to clearly articulate the power and value of the ServiceNow platform
• Experience working in a fast-growing IT environment including software, cloud, or customer experience of the same
• Experience with the Telco, Media & Technology market and experience selling and gaining access to customers’ senior management
• Understanding of standard approaches to coaching, mentoring and management of individual contributors
• Deep 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
• 30-50% travel with offices in Staines and London with attendance 1-2 times a week depending on business need

Additional Information

Work Personas

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.

Equal Opportunity Employer

ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.

Accommodations

We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [e-mail] for assistance.

Export Control Regulations

For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.