Advisory Solution Consultant - MRD

Company 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.

Job Description

As a member of our core Solution Consulting team, you will play a critical role in driving our future success by being the champion of recommending AI-first business transformation to some of the most important customers in India and help them create a vision to execute plan.

You will partner closely with Sales, Product Management, Professional Services, Partners, and the executive team to shape customer strategy, position differentiated solutions, and demonstrate measurable business value.

This is a hands-on presales role for an experienced Solution Consultant who can combine technical depth, industry understanding, and executive-level communication. The successful candidate will be able to translate complex business challenges into compelling solution narratives, articulate the value of AI to CXO audiences, and connect ServiceNow capabilities to the industry processes that matter most to customers.

What you get to do in this role:

The Solution Consultant is a senior technical and business advisor with the ability to develop, position, and demonstrate differentiated solutions throughout the sales cycle while contributing to quarterly and annual sales goals for an assigned territory.

• Act as the technical, solution, and industry expert within a client-facing sales team.
• Partner with Sales to shape account strategy, qualify opportunities, and develop compelling solution approaches.
• Lead discovery and solution workshops to understand customer priorities, industry processes, operational challenges, and desired business outcomes.
• Build and deliver differentiated solution demonstrations that clearly connect ServiceNow capabilities to customer needs and measurable value.
• Develop and communicate a compelling AI narrative for CXO audiences, explaining how AI can improve productivity, decision-making, customer and employee experiences, operational efficiency, and business performance.
• Translate AI capabilities into practical industry use cases, clearly articulating the business value, adoption considerations, governance requirements, and expected outcomes.
• Demonstrate a strong understanding of relevant industry processes and identify opportunities to simplify, automate, and transform work across the enterprise.
• Engage confidently with business and technology executives, including CIOs, CTOs, CHROs, COOs, CISOs, and other senior stakeholders.
• Answer product, architecture, integration, security, AI, and technical questions from customers, partners, and ServiceNow colleagues.
• Provide feedback to Product Management on customer requirements, industry needs, competitive gaps, and potential product enhancements.
• Develop, share, and reuse best practices, industry narratives, demonstrations, and solution assets to improve the effectiveness of the wider Solution Consulting team.
• Stay current on AI developments, industry trends, competitive offerings, emerging technologies, and ServiceNow’s market differentiation.
• Support executive briefings, customer workshops, conferences, user groups, trade shows, and other strategic marketing activities.

Qualifications

To be successful in this role you 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.
• A minimum of 7 years of direct presales Solution Consulting or Sales Engineering experience in enterprise software or cloud technology.
• Demonstrated experience supporting complex enterprise sales cycles, from discovery and solution design through executive presentations, demonstrations, technical validation, and deal closure.
• The ability to develop and deliver compelling AI narratives to CXO audiences, clearly connecting AI capabilities to business priorities, operational outcomes, and measurable value.
• A practical understanding of how AI can be embedded into enterprise workflows, decision-making, automation, and business processes.
• The ability to explain AI concepts in clear business language, including value, adoption, trust, governance, risk, and organisational impact.
• Strong knowledge of relevant industry processes, operating models, business challenges, and transformation priorities.
• The ability to connect technology capabilities to industry-specific use cases and quantify the potential business impact.
• Strong executive communication, storytelling, presentation, and facilitation skills.
• The ability to engage effectively with both business and technical stakeholders and adapt the narrative for different audiences.
• Proficiency with the ServiceNow platform or strong technical expertise in enterprise cloud software, workflow platforms, SaaS solutions, integrations, data, and AI.
• Experience collaborating with Sales, Product Management, Product Marketing, Partners, Customer Success, and Professional Services.
• Strong territory and opportunity management skills, including pipeline development, deal qualification, account planning, and close partnership with Sales.
• The ability to manage multiple priorities and operate effectively in complex, fast-moving enterprise sales environments.
• Willingness to travel as required.

FD21

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 [email protected] 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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