Sr Advisory Solution Consultant

ServiceNow; Vienna (VA); On-site; USD 169,000 - 200,000; Full time

Benefits offered by this job

Health plans

401(k) with company match

ESPP

Matching donations

Flexible time away

Family leave programs

Job summary

ServiceNow is seeking an Advisory Solution Consultant for its Federal defense team in Vienna, VA. You will be the technical expert guiding DoD and Federal System Integrator engagements, demonstrating AI-powered security solutions and translating complex concepts into tangible mission outcomes.

You’ll lead technical discovery, deliver demonstrations, and design proof-of-value engagements across IT/OT networks and cloud environments, working with sales and product teams.

Qualifications

• 5+ years of pre-sales solution consulting, sales engineering, or solutions architecture experience in cybersecurity or IT operations.
• Direct experience selling to or supporting Federal, DoD, or Federal System Integrator customers.
• Ability to translate complex technical concepts into business impact for executives and technical audiences.
• Experience with enterprise cybersecurity solutions and cloud security tooling.
• Technical depth in Linux, virtualization, cloud platforms, and scripting.

Responsibilities

• Lead technical discovery to map Federal security challenges to ServiceNow Security solutions.
• Deliver tailored product demonstrations and deep dives showing AI-driven visibility and posture improvements.
• Design, deploy, and manage proof-of-value engagements in live federal environments.
• Partner with Sales to guide complex opportunities from qualification through close.
• Support marketing and sales activities including trade shows, webinars, and events.
• Provide feedback to product management on federal requirements and gaps.
• Share assets and best practices with the Solution Consulting team.
• Stay current on federal security trends and new Armis/Veza capabilities.

Skills

Pre-sales experience

Federal DoD experience

Technical storytelling

Cybersecurity suites

Linux & Cloud tech

Network/IT/OT security

AI in security

FedRAMP/NIST knowledge

Critical infra security

Effective communication

Ownership mindset

Education

BS in CS/MIS

Job description

It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.

Join us to put AI to work for people.

Armis from ServiceNow, protects the entire attack surface and manages an organization’s cyber risk exposure in real time. Combined with ServiceNow’s Security and Risk capabilities, as well as Identity Security capabilities from Veza, we bring together all critical capabilities to secure every asset, every identity - incl. AI Agents - across all environments with the right level of context - security, operational and business - to build the first of its kind autonomous defense platform for the Agentic Enterprise.

Job Description

As an Advisory Solution Consultant on ourFederaldefense team,you'llbe the technical expert and trusted advisor on strategicServiceNow Security (Armis,Veza, Risk)engagements.You'llsupportDepartmentof Defense andFederalSystem Integrator prospects in uncovering thevalue anddemonstratingoperational impact of ServiceNow Security solutions. Workinghand-in-handwith our sales team,you'llguide deals from discovery through proof of value,positioningAI-powered visibility and security posture improvements that turn operational challenges into mission advantage.

What you’ll do:

• Lead technical discovery to understandFederalcustomers' security challenges, compliance mandates, and existing asset landscapes,then mapServiceNow Securitysolutions tocustomer outcomes.
• Deliver compelling, tailored product demonstrations and technical deep dives that show prospects exactly how ourAI-driven solutionsdeliveractionablevisibility intoIT/IoT/OT networks, managed IT, cloud infrastructure, and cross-domain security.
• Design, deploy, and manage proof-of-value engagements in live federal environments,from initial data collection through analytics validation,measuring tangible security posture improvements and operational wins.
• Partner with your Sales counterpart to guide complex opportunities from qualification through close, providing technical credibility and strategic positioning at every milestone.
• Support high-impact marketing and sales activities including trade shows, executive briefings, customer webinars, and industry events,representingServiceNowas a technical authority onFederalsecurity modernization.
• Provide feedback to productmanagementon federal customer requirements, compliance gaps, and market differentiation opportunities that can drive product enhancements.
• Share battle-tested technical assets, use cases, and best practices with the broader Solution Consulting team,raising the collective quality and efficiency of every engagement.
• Stay current on competitive positioning, federal IT security trends, intelligence community emerging threats, and new Armis and Veza capabilities.

Qualifications

Experience:

• 5+ years of pre-sales solution consulting, sales engineering, or solutions architecture experience,ideally in cybersecurity, network security, or IT operations.
• Direct experience sellingto or supporting Federal, DoD, or Federal System Integrator customers.
• Ability to learn and articulate complex technical concepts,translating them into business impact for C-suite and technical audiences alike.
• Demonstrated expertise with enterprise cybersecurity solutions, vulnerability management, detectionandresponse,cloud security platforms,agentless security solutions, network traffic analysis, or behavioral threat detection.
• Technical depth in Linux, virtualization, cloud platforms (AWS/Azure/GCP), and utility scripting (Python).
• Strong understanding of network architecture, IT/IoT/OT environments, cloudinfrastructure, and endpoint security landscapes.
• Exposure to AI and machine learning in a security context, AI-driven detection and analytics, agentic automation, or securing and governing AI systems and agents.
• Knowledge of CMMC, FedRAMP, NIST,STIG, CSfC,or other federal compliance and security frameworks.
• Background in IT/IoT/OT security, industrial control systems, critical infrastructure, or utility networks.
• Excellent communication skills,written and verbal,with the ability to build credibility quickly with federal customers and internal stakeholders.
• Ownership mindset: comfortable taking full responsibility for deal success and navigating ambiguity in federal sales cycles.

Education:

BS degreein Computer Science, MIS, or equivalent experience required.

Travel:

Up to 40% to support key customer engagements, trade shows, and field support in assigned territories.

Clearance:

ExistingTop Secretclearance (ideal) or ability to obtain aTopSecretclearance.

For positions in this location, we offer a base pay of $168,750 - $200,000, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including 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 location in which the role is located and is subject to change based on work location.

Additional Information

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.