Senior Manager, Solution Consulting (OT / Cyber-Physical Systems) (Remote)

Tech Sales Jobs; United States; Remote; USD 175,000 - 210,000; Full time

Job summary

ServiceNow is seeking a Sr. Manager, Solution Consulting (OT/CPS) to lead a global team focused on OT/CPS, including Armis OT visibility and security. This player-coach role sets pre-sales strategy, develops a high-performing team, and personally engages in strategic opportunities.

You will scale the OT/CPS business by improving technical sales execution and aligning OT assets, cyberrisk, and business outcomes across complex environments, while guiding AI-native processes and governance.

Qualifications

• Requires a bachelor's degree in a technical field or equivalent experience.
• Proven experience in solution consulting or technical sales, preferably in cybersecurity or OT/ICS.
• Experience leading technical pre-sales teams with coaching and standard-setting.
• Deep knowledge of OT/ICS environments, Purdue model and segmentation, OT security and asset visibility.
• Familiarity with OT regulatory frameworks (NIS2, NERC CIP, IEC 62443, CIRCIA).
• Demonstrated AI-native mindset and track record of adopting AI in team workflows.
• Excellent written and spoken communication for technical and executive audiences.
• Strong customer focus and ability to build relationships with senior stakeholders.
• Analytical mindset with data-driven decision abilities.
• Willingness to travel up to 40%.

Responsibilities

• Lead, manage, and mentor a global OT Solution Consulting team with coaching and career development.
• Set pre-sales strategy and build a high-performing team to scale OT/CPS business.
• Provide technical leadership through discovery, demos, and executive presentations.
• Develop expertise in OT/CPS portfolio and connect to ServiceNow ITOM, Security and Risk.
• Define go-to-market plays and sales collateral for OT/CPS.
• Engage CISOs and plant leaders to understand requirements, regulatory pressures, and business outcomes.

Skills

Solution Consulting

Team Leadership

OT/ICS Knowledge

AI-native Mindset

Executive Communication

Customer Focus

Analytical Mindset

Travel up to 40%

Education

Bachelor's degree in technical field

Tools

Proof of Value Design

RFP Responses

Demo Scripts

Job description

Sr. Manager, Solution Consulting (OT / Cyber-Physical Systems) (Armis/Veza)

Location: Philadelphia, PENNSYLVANIA, us, Remote

Company Description

ServiceNow beganwhen engineer Fred Luddy wrote codeto automatea tedious task for his coworker, Phyllis.Her reactioninspiredalarger mission: freepeople frombusyworkso theycanfocus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention, bringingtogether any AI, any data, and any workflowto help85% of the Fortune 500® work smarter, faster, and better.We arebuilding an AI-native culture where technology and talent are unstoppable together, and we arejust getting started.

Join us to put AI to work for people.

Armis from ServiceNow protects thefullattack surface andhelps organizations managecyber risk exposure in real time.TogetherwithServiceNowSecurity and Risk capabilitiesandIdentity Security capabilities from Veza,Armis helpssecure every assetandidentity,including AI agents,acrosscomplexenvironments. The result is a foundation forautonomous defenseforthe Agentic Enterprise, grounded in security, operational, and business context.

Job Description

As a Sr. Manager, Solution Consulting (Operational Technology and Cyber-Physical Systems,OT/CPS), you will lead aglobalteam ofSolution Consultants focused on ServiceNow's OT/CPSportfolio, including Armis OT visibility and security, Cyber Asset Security, and USEM for OT.This isa player-coachrole: you willsetthe technicalpre-salesstrategy, develop a high-performingteam, andpersonally engagein the most strategic customer opportunities.

Success inthis rolemeansscaling ServiceNow's OT/CPS business bybuilding a world-classsolution consulting team, improving the quality and consistency of technical sales execution, and helping customersconnect industrial operations,cyberrisk, and business impactacross complexenvironments.

Whatyou'lldo...

Team leadership and talent evaluation

• Lead, manage, and mentor a global team of OT Solution Consultants, providing coaching, feedback, and career development.
• Evaluate Solution Consultantsagainst a consistent skills frameworkthat measures OT and ICStechnical depth, asset visibilityandexposure managementexpertise,demo and storytelling craft, discovery quality, business value articulation, and AI fluency.
• Use those assessments to build individual development plans,identifycoverage gaps, recommend staffing and role changes, and inform hiring, bench strength, and succession planning.
• Partner with Sales Leadership, Enablement, and Talent teams to calibrate expectations, recognize top performance, and address underperformance early.
• Set performance goals, track progress, and foster a collaborative, high-performance culture across the broader Solution Consulting community.

AI-native leadership

• Model AI-native ways of workinginaccount research, discoverypreparation, demo and proof-of-value design, proposal support, pipeline inspection, and team coaching.
• Set clear expectations that every SCuses AI to improvethe quality, speed,andconsistencyof their work, and measure adoptionthrough practical indicators such as reusable assets created, preparation quality, demo effectiveness,andtime saved.
• Build and share reusable AI assets, includingprompts, agents, skills, demo scriptsandplaybooks,that scale OT/CPSexpertise across regions and verticals.
• Coach SCs to position the ServiceNow AI platform and agentic capabilities credibly with OT, security, and operations buyers, including AI governance and safety in industrial environments.
• Stay current on AI developments and bring practical improvements to how the team sells, demonstrates, and delivers value.

Sales support and strategy

• Partner with Account Executives, Armis and Veza specialists, and OT sales leadership to qualify, shape, and win complex OT/CPS opportunities.
• Provide technical leadership through discovery, demonstrations, proofs of value, RFP responses, and executive presentations.
• Develop deepexpertisein the OT/CPS portfolio andexplainhow it connects to ServiceNow ITOM, Security and Risk,workflow capabilities, and Armis OT visibility and security in customer-specific use cases.
• Help define go-to-market plays, vertical strategies (energy and utilities, manufacturing, life sciences, oil and gas, transportation), and sales collateral.

Customer engagement

• Engage directly with CISOs, OT security leaders, plant and operations leaders, and architects to understand technical requirements, operational constraints,regulatory pressures, and the business outcomes customers need to achieve.
• Act as a trusted advisor on OT security, compliance, and risk reduction, including frameworks such as NIS2, NERC CIP, IEC 62443, and CIRCIA.
• Conduct customer site visits, workshops, and executive briefings, and deliver demonstrations andproofsof valuethat connect technical capabilities to risk reduction, operational resilience, and measurable business impact.

Cross-functional collaboration

• Provide structured field feedback to Product Management on features, competitive gaps, and market demand.
• Work with Marketing and Enablement to develop technical content, case studies, and field-ready tools.
• Coordinate with Services, Partners, and Customer Success for a smooth transition from sale to implementation.

Continuous improvement

• Track the OTsecuritycompetitive landscape and emerging industrial technologies.
• Identifyprocess improvements and best practices to scale the Solution Consulting function.
• Report on team performance, coverage, and AI adoption to senior leadership.

Qualifications

To be successful in this role you have:

• A bachelor's degree in a technical field (e.g., Computer Science, Engineering) or equivalent work experience.
• Proven experience in solution consulting, sales engineering, or technical sales, preferably in cybersecurity, OT/ICS security, or industrial technology.
• Experience managing and developing technical pre-sales teams, including assessing talent, setting standards, and coaching to improve.
• Deep knowledge of OT/ICS environments, protocols, and architectures, including thePurdue modelandsegmentation, as well asOT security and asset visibility.
• Familiarity with OT regulatory and standards frameworks (NIS2, NERC CIP, IEC 62443, CIRCIA, etc.).
• A demonstrated AI-native mindset: hands-on use of generative and agentic AI in your own work, anda track recordof driving AI adoption on a team.
• Excellent communication and presentation skills for both technical and executive audiences.
• A strong customer focus and the ability to build relationships with senior stakeholders.
• An analytical mindset, with the ability to use data and metrics to drive decisions.
• A proactive, self-driven approach in a fast-paced, dynamic environment.
• Willingness to travel up to 40% of the time on average.

For positions in this location, we offer a base payrangeof$175,000-$210,000,plus equitywhen applicable,variableorincentive compensation, and benefits. Sales positionsgenerallyincludea competitive On Target Earnings (OTE) incentive compensation structure.Thebase pay shown is a guideline, and individual total compensation will vary based onqualifications, skill level, competencies, and work location.Benefits includehealth plans,flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan, and family leave programs. Compensation is based on the geographic locationofthe roleandmaychange based on work location.

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, religion, sex, sexual orientation, national origin, age, disability, gender identity, 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.

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