Solution Architect, ServiceNow
Cloud-based digital workflows for enterprises
Open for applications
Cloud-based digital workflows for enterprises
1001+ employees
Open for applications
1001+ employees
Company mission
To transform IT to revolutionise the enterprise.
Role
Who you are
- 3+ years’ experience working with ServiceNow, with a broad working knowledge of the platform’s capabilities and the applications that run on it in both a pre-sales and delivery capacity
- An extensive career in Professional Services, ideally working also with a software OEM, and the value proposition they bring for a customer
- The ability to build strong relationships internally and externally, ensuring proper engagement with core teams and customers
- The ability to talk to customers in their language, around their industry, and at the appropriate level across Executive, Business and Technical stakeholders
- Experience of creating and presenting, complex, multi technology solutions while creating the link to the business value proposition
- The ability to manage complex customer pursuits and invest time and resources appropriately
- The ability to navigate tough conversations and challenging meetings with internal and external customers
- Strong focus on ownership and execution against deadlines while managing multiple opportunities at a time
- The ability to develop visually rich and professional conceptual design documents targeted to varying audiences of business and technical aptitude
- The ability to communicate complex business and technical concepts using visualization and modelling aids
- Experience conducting solutions presentations and obtaining customer acceptance to solution design
- A passion to continually study new technologies and functionality, as well as be involved in projects that push the capabilities of existing technologies
- Aspirations to hold either a CMA or CTA ServiceNow certification
What the job involves
- 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
- Understand the client’s overall business to ensure the successful implementation of ServiceNow products and technologies
- Work with ServiceNow Sales, Solution Consulting, ACE 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
- 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
Our take
ServiceNow provides cloud-based solutions that define, structure, manage, and automate services for enterprise operations, transforming old, manual ways of working into modern digital workflows. The company was founded in 2004 with a vision to build a cloud-based platform that would enable regular people to route work effectively through the enterprise.
Much as Salesforce enables a company to manage its external clients by keeping a record of all contacts and interactions, ServiceNow promises an internal system to meet the needs of employees. It has succeeded in claiming half the market, setting itself apart from legacy IT service-management software players like BMC Software, Hewlett Packard Enterprise, Cherwell Software and CA Technologies.
The company's success comes from two product traits: simplicity and customisability. ServiceNow's IT tools don't require the IT department to set them up. Once running, they offer a single collection centre for requests, data points and checklists, all of which can in turn be analysed by algorithms to predict needs, flag concerns and measure efficiency.
The company has more than 7500 customers, including 80% of the Fortune 500 list of the United States' largest corporations. ServiceNow now looks to increase its revenue threefold in upcoming years and has entered into a 5-year partnership plan with Visa, beginning with the launch of a Visa-integrated dispute resolution solution for issuers. The company is prioritising organic growth over mergers and acquisitions, with a target revenue of $15 billion, something which its Visa partnership will no doubt aid in achieving.
Freddie
Company Specialist
Insights
Some candidates hear
back within 2 weeks
16% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Mar 2012
$11m
GROWTH EQUITY VC
Feb 2012
$17.9m
GROWTH EQUITY VC
Total funding: $83.8m
Company benefits
- Commuter benefits
- Annual learning stipends
- Work from home opportunities
- Generous family leave
- Matched donations
- Flexible PTO
- 401(k) matching
- Paid volunteer time
Company values
- Win as a team
- Innovate and execute
- Stay hungry and humble
- Deliver customer success
Company HQ
Santa Clara, CA
Articles
Leadership
Fred Luddy
(Chairman Of The Board)Previously Software Developer at Amdahl Corporation for 4 years and CTO at Peregrine Systems for 13 years.
Salary benchmarks
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Diversity & Inclusion at ServiceNow
- Enabling and empowering our people: We use rich learning programmes to equip employees with inclusive mindsets and skills, and we build equitable processes across our entire talent ecosystem
- Engaging our communities and allies: We make space to listen, share openly and engage in respectful dialogue. We extend into our communities through civic engagement, digital literacy and non‑profit support
- Building diverse talent and hiring inclusively: We grow stronger together by developing and advancing individual talent and by improving representation at all levels.
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