Principal Presales Solution Architect - ServiceNow ESM

Unisys; Bengaluru; On-site; INR 1,800,000 - 2,800,000; Full time

Job summary

Unisys is seeking a dynamic Senior Pre-Sales Consultant to drive solution design and client engagements across ServiceNow and other ITSM platforms. You will collaborate with cross-functional teams to shape proposals, deliver compelling product demos, and support the sales cycle with technical depth and business value storytelling.

You will lead technical workshops, craft PoVs, and create migration playbooks to showcase value and secure opportunities.

Qualifications

• Essential: ServiceNow certifications - CSA, CIS and CTA.
• Minimum 8 years in consulting or professional services.
• Proven pre-sales, solution architecture and business development experience.
• Ability to articulate business value and ROI of ESM solutions.

Responsibilities

• Shape solutions and lead client engagements across ServiceNow, Freshworks, and EasyVista.
• Own RFP responses, SOWs, and pricing for client projects.
• Develop PoVs, accelerators, and migration playbooks.
• Lead workshops, drive pipeline, and build trusted advisor relationships.

Skills

ServiceNow proficiency

Pre-sales

Solution architecture

Business development

Communication

Tools

ServiceNow

BMC Helix ITSM

Freshworks

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.
• Collaborate closely with SE, CE, CDE & CTO organisations 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 organisational 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 organisation.

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.
• Experience building and maintaining strong client relationships.
• 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.

Preferred Qualifications

• Essential: ServiceNow certifications - CSA, CIS, and CTA.
• Desirable: ServiceNow CMA.
• BMC Helix ITSM Implementation Specialist.
• BMC Certified Expert / Architect.
• 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, blood type, 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. Local employment practices and rights may vary by jurisdiction and are subject to applicable local laws. This commitment includes our efforts to provide for all those who seek to express interest in employment the opportunity to participate without barriers. 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.

Unisys is a global technology solutions company that powers breakthroughs for the world’s leading organizations. Our solutions – cloud, AI, digital workplace, logistics and enterprise computing – help our clients challenge the status quo and unlock their full potential. To learn how we have been helping clients push what’s possible for more than 150 years, visit unisys.com and follow us on LinkedIn. https://www.unisys.com/unisys-legal/recruiting Notice for U.S. Applicants: Unisys is an Equal Opportunity Employer – Minorities/ Females/ Veterans/ Individuals with Disabilities/ Sexual Orientation/ Gender Identity