Advisory Presales Solution Consultant - Risk & SecOps

Job description

As a member of our Risk & Security Solution Consulting team, you will have a major impact on our future success by supporting the Risk & Security Solution Sales Team in driving net new business. You will guide revenue for our risk products with the support and partnership of Sales, Product Management, and the executive team. This is a hands-on technical consultant who can go wide and deep on solution delivery and solution positioning, as well as the risk domain itself, during sales cycles. What you get to do in this role: The Solution Consultant is a technical consultant with the advanced ability to develop, position and provide product-specific advisory support during sales cycles while achieving quarterly and annual sales goals for an assigned territory. In particular you will: Support solution sales as a technical and domain expert of a client-facing sales team Lead discovery workshops to determine customers' challenges and give product demonstrations to align our solution with customer needs Understand customer challenges and goals and map this back to solution capabilities Answer product feature and technical questions from customers, channel partners and ServiceNow colleagues Act as the domain SME across the core areas of risk (including but not limited to Risk Management, Internal Controls, Regulatory Compliance, Policy Management, Cyber Risk, TPRM, BCM, Operational Resilience, Privacy and ESG) Provide feedback to product management about product enhancements that can address customer needs and provide additional value Share and learn best practices and re-usable assets with other Solution Consultants to enhance the quality and efficiency of the team Identify, build-out and deliver cross product sales opportunities (solutions that cover multiple different ServiceNow solutions) that map to customer challenges and industry needs Stay current on competitive analysis, trending regulatory and risk developments and broader market differentiation Support/speak at marketing events including executive briefings, conferences, user groups, and trade shows To be successful in this role you should have: Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI’s potential impact on the function or industry. Proven (c. 6-10 years) pre-sales solution consulting or sales engineering experience with specific demonstrable knowledge of GRC and SecOps topics and solutions Deep domain expertise in GRC, Information Security, Security Operations, AI Governance, Third Party Risk Management, or Operational Resilience - including understanding of regulatory compliance frameworks and their technology implications Executive presence and business acumen to operate as a peer with C-suite buyers, navigating complex organizational dynamics and building trusted relationships without requiring support Self-starter mentality with demonstrated ability to operate autonomously, drive outcomes independently, and take full ownership of business results Technical fluency to conduct early stage product demonstrations, understand API/integration patterns, and articulate how Risk & Security workflows integrate within the broader ServiceNow platform and ecosystem tools (SIEM, GRC, TPRM platforms Proficiency with the ServiceNow platform or technical experience with cloud software solutions Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI’s potential impact on the function or industry. Experience working collaboratively with product management, product marketing, partners, and professional services Proven soft skills relating to effective presentation of content, working collaboratively in a team or partnership and personal drive to improve current skillsets or expand into new areas Territory management skills, including pipeline building and working with Sales counterpart to guide execution excellence The ability to travel, as necessary with offices in Munich, Frankfurt, Berlin, Hamburg and Dusseldorf Fluency in English and German essential ServiceNow is an Equal Employment 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. At ServiceNow, we lead with flexibility and trust in our distributed world of work. Click here to learn about our work personas: flexible, remote and required-in-office. If you require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at for assistance. For positions requiring access to technical data subject to export control regulations, including Export Administration Regulations (EAR), ServiceNow may have to obtain export licensing approval from the U.S. Government for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by the U.S. Government. Please Note: Fraudulent job postings/job scams are increasingly common. Click here to learn what to watch out for and how to protect yourself. All genuine ServiceNow job postings can be found through the ServiceNow Careers site . From Fortune. © 2022 Fortune Media IP Limited All rights reserved. Used under license. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of, ServiceNow. At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you. With more than 7,700+ customers, we serve approximately 85% of the Fortune 500®, and we're proud to be one of FORTUNE 100 Best Companies to Work For® and World's Most Admired Companies™. Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow. Unsure if you meet all the qualifications of a job description but are deeply excited about the role? We still encourage you to apply! At ServiceNow, we are committed to creating an inclusive environment where all voices are heard, valued, and respected. We welcome all candidates, including individuals from non-traditional, varied backgrounds, that might not come from a typical path connected to this role. We believe skills and experience are transferrable, and the desire to dream big makes for great candidates.