This Solution Architect is a functional and technical expert, consulting with customers on implementing ServiceNow solutions based on leading practices, with the goal of accelerating adoption and driving customer business outcomes. The role requires the person to be focused on solving customer challenges by providing leadership and support during sales cycles, on direct engagements with our customers and partners, and advocating for customer needs within ServiceNow (e.g., Product Management, Leading Practices, Training & Certification).
The Solution Architect brings architectural guidance, deep business acumen, along with product expertise, innovation, and knowledge capital to our customers and partners. This role requires a broad understanding of the ServiceNow platform, and ideally depth in understanding a complete Workflow of products (e.g. Technology Workflow) to allow the creation of multi-product solutions that integrate with the customer’s enterprise architecture.
The Pre-Sales Solution Architect will:
- Understand the client’s overall business to ensure the successful implementation of ServiceNow products and technologies.
- Work with ServiceNow Sales, Solution Consulting, Global partners, ServiceNow Services Account Executives (SAEs) and others to qualify, manage and close Expert Services opportunities.
- Work on the largest digital transformation opportunities with our most strategic customers engaging with C-Levels roles not only within IT but also various business functions.
- Engage a team of ServiceNow and channel partner resources and support sales cycles as required to both grow overall wallet share and cross-sell.
- Act as an authority on ServiceNow Expert Services project methodology and best practices, demonstrating the ability to tailor the methodology to meet the client’s needs while preserving a structured process.
- Demonstrate high “Speed of Delivery” – being able to rapidly turnaround any deliverables for which they are responsible.
- Identify and pursue potential ServiceNow Expert Services opportunities at a customer, within and outside of the scope of work.
- Collaborate with ServiceNow Sales to use Expert Services resources and service offerings in the most appropriate fashion to support large/strategic product sales opportunities.
- Work alongside the SAEs in the sales process and then maintain periodic touch points during delivery activities to ensure that the architecture and design principles are maintained, being a consistent trusted partner for the customer.
What you get to do in this role:
- Drive Expert Services sales by establishing trusted advisor relationships with customers.
- Provide technical thought leadership to customers in partnership with the SAE on how to best leverage ServiceNow Technologies.
- Support pre-sales activities like conducting sales presentations, leading solutioning, scoping discussions, workshops, estimating consulting engagement efforts in partnership with SAE, Solution Sales Executives/Consultants, Sales Account Executives, and Partner Sales Organizations
- Build credibility and trust with core Customer account teams to ensure they engage with Expert Services (ES) early in the deal lifecycle and so they are comfortable with ES leading pursuits and working with the customer on stand-alone Services deals.
- Be a strong evangelist of the ServiceNow value proposition aligned to customers objectives.
- Qualify customer opportunities in conjunction with the SAE, participating primarily in large Services and Licensing pursuits.
- Develop deep understanding of customer requirements and translate to a high-level solution/scope/effort.
- Lead the implementation strategy solutioning with the customer to ensure an at-scale product adoption and generate more demand for the ServiceNow platform.
- Grow deal size by becoming a Trusted Advisor for the customer and manage alignment with their strategy.
- Provide continuity during the pre-sales process through engagement delivery.
- Demonstrate commercial awareness, providing input to the customer’s business case where applicable and understanding their budgetary constraints.
- Support the creation of SoWs with a strong focus on pre-requisites, assumptions, and risk management.
- Gain customer approval of the SoW scope and services description through multiple walk-throughs.
- Engage with internal delivery resources to request specialist scoping support where required.
- Provide the bridge between the technical scope, architecture, and technical governance.
- Build project roadmaps (e.g. phasing) aligned to customers capabilities and business objectives.
- Be a lead member of an overall engagement project team focused on delivering successful and substantive customer outcomes, focused on inter-connectivity between Workflow solutions and a customer’s technology landscape, while informing customer on governance best practices
- Align Delivery and Impact teams for scoped projects. Drive further license and services revenue by picking up gaps/further opportunities within the customer.
- Support project initiation and planning activities to ensure seamless transition to delivery and that the agree architecture and design are respected through sales to delivery.
- Become a part of the extended project governance team and attend check points and governance meetings.
- Attend post-delivery reviews and project close out and ensure feedback is captured to refine/improve scoping.
- Interlock with existing customer engaged teams, where present, to further understand where opportunities exist.
- Enable and mentor other members of the ServiceNow delivery team and partner ecosystem.
- Up to 50% travel annually, driven by customer needs and internal meetings.