ServiceNow · 2 weeks ago
Senior Director, Specialist Solution Consulting - US Public Sector
Vienna, VA
Full-time
Hybrid
Director/Executive
$222K/yr - $366K/yrServiceNow is a global market leader in innovative AI-enhanced technology, serving over 8,100 customers. The Senior Director of Specialist Solution Consulting for the US Public Sector will provide strategic direction and operational excellence for technical pre-sales teams, focusing on enabling Public Sector customers to make informed solution decisions.
Agentic AIBusiness Process Automation (BPA)Cloud ManagementEnterprise SoftwareRobotic Process Automation (RPA)SaaS
No H1B
Security Clearance RequiredU.S. Citizen Only
Responsibilities
Build a world-class, high-performing Solution Consulting team recognized as a talent destination within ServiceNow and the broader Public Sector marketplace
Lead technical teams who drive solution decisions with customers, positioning ServiceNow as the vendor of choice through superior technical expertise and customer engagement
Develop cross-platform solution selling as a standard practice within the broader Public Sector sales organization, improving multi-workflow deal construction and execution
Drive each workflow to achieve independent quota targets while fostering collaboration across product lines to meet overall sales objectives
Create innovative technical engagement models to construct large, strategic deals that improve year-on-year growth of the business
Establish strong partnerships with Americas workflow-specific Solution Consulting leaders, product teams, and the broader ServiceNow ecosystem
Collaborate closely with matrixed Public Sector organizations (CEG, Partners, Core Sales & SC teams, Architecture, Support) to ensure customers rapidly realize value from their investment in the ServiceNow platform
Establish vision, priorities, and goals for the US Public Sector Specialist SC organization in partnership with the VP of Public Sector Solutions and Americas workflow SC leaders
Define and implement a comprehensive technical pre-sales strategy that aligns to Federal, State and Local Government, and Higher Education customer needs and buying patterns
Develop long-term coverage plans and resource alignment strategies to maximize opportunity capture across products, agencies, and customer personas
Partner closely with the AVP of Solution Sales and Core sales teams to develop account and business strategies for the US Public Sector
Support business selling motions through executive-level technical presentations, complex problem resolution, strategic relationship development, and coordination of resources for top prospects
Participate in regular territory reviews with sales leadership, maintaining detailed understanding of the technical requirements and competitive dynamics of top deals in the region
Drive quota-carrying accountability for the SC organization, ensuring each workflow achieves its independent targets while supporting balanced portfolio growth
Lead recruitment efforts to attract, hire, and onboard top technical pre-sales talent, building specialized expertise across core workflow areas
Coach and develop managers and individual contributors through regular performance reviews, career development planning, and professional growth opportunities
Create an organizational culture that motivates, develops, and retains exceptional Solution Consultants, making this organization THE destination for pre-sales professionals in Public Sector
Serve as executive sponsor for strategic customer engagements, providing technical thought leadership to senior government executives on business and digital transformation
Engage with senior leaders across the Federal partner ecosystem to drive market share and accelerate value realization for Public Sector customers
Coordinate resolution of complex technical and business challenges, leveraging internal ServiceNow resources and external partners effectively
Represent ServiceNow's technical capabilities to press, analysts, and at industry events—articulating value propositions from product releases to overall platform strategy
Establish effective working rhythms and collaboration models across the matrixed teams supporting Public Sector customers and core platform workflows
Develop and implement training plans that build deep technical expertise across workflow areas and government-specific requirements
Maintain current knowledge of corporate direction, industry trends, and Public Sector technology landscape to inform team strategy and positioning
Qualification
Required
Proven experience leading technical pre-sales or solution consulting organizations, with a track record of building high-performing teams recognized for their culture and results
Experience managing other managers in a complex, matrixed organization with demonstrated ability to drive successful outcomes through influence
Understanding of standard approaches to coaching, mentoring, and management of individual contributors and managers at scale
Strong track record of recruiting, developing, and retaining high-performing, high-potential technical talent through effective assessing, selecting, onboarding, and coaching
Experience managing growing teams across different geographical locations
Experience working in US Public Sector markets (Federal, State and Local Government, or Higher Education)
Deep understanding of government buying patterns, procurement processes, and the unique requirements of Public Sector customers
Experience in Value-Based Selling or Solution Selling methodologies
Demonstrated ability to partner with sales leadership to develop winning account strategies and execute complex deal cycles
Experience supporting quota-carrying objectives and driving revenue achievement through technical excellence
Thorough understanding of the SaaS market space, PaaS-based solutions, and enterprise software delivery models
Ability to provide technical thought leadership and speak credibly about enterprise technology trends, architectures, and best practices
Ability to motivate and inspire a growing team of leading pre-sales Solution Consultants
Optimistic attitude, competitive spirit, strong work ethic, and humility
Excellent team builder with superior verbal and written communication skills
Demonstrated ability to work across organizational lines to get things done rapidly and meet market needs
Experience working in fast-growing environments with understanding of different cultural and working styles
Willingness and ability to travel up to 50% of the time
Preferred
A TS or TS/SCI government security clearance is preferred but not required for this role
Previous experience leading solution consulting teams within ServiceNow or similar enterprise SaaS platforms
Prior Experience as a second line leader in a pre-sales capacity
Benefits
Health plans
Flexible spending accounts
401(k) Plan with company match
ESPP
Matching donations
Flexible time away plan
Family leave programs
Company
ServiceNow
ServiceNow is an AI platform that delivers IT operations, field service management and app engine solutions.
Founded in 2004
10001+ employees
Funding
Current Stage
Public CompanyTotal Funding
$83.7MKey Investors
Sequoia CapitalJMI Equity
2022-12-09Post Ipo Equity
2012-07-29IPO
2012-03-20Private Equity· $10.98M
Leadership Team
Bill McDermott
Chairman and CEO
Pat Casey
Chief Technology Officer & EVP of DevOps
Recent News
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