Advisory Solution Consultant - Manufacturing

Company Description
It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today - ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.
Job Description
As a member of our Solution Consulting team, you will have to provide technical sales partnership to customers within the manufacturing industry with product and solution guidance. Aligned to a variety of Enterprise-level Accounts, the Advisory Solution Consultant will participate in the growth of the customer by utilising world-class technical pre-sales techniques to communicate the power, extensibility, and ease-of-use of the ServiceNow platform.
What you get to do in this role:
The Manufacturing Advisory Solution Consultant is a pre-sales technical consultant with the advanced ability to develop, position and provide technology based solutions during sales cycles while achieving quarterly and annual sales goals for an assigned territory.

• Responsible for understanding business and technical problems encountered in the manufacturing industry addressed by ServiceNow products including industry 4.0 concepts, IoT integration, and digital transformation imperatives specific to discrete and process manufacturing environments
• Routine interaction with C-Suite Executives
• Interview customers both face to face and remotely to uncover their technology architecture and business needs.
• Partner with the sales teams in the customer account and strategy planning
• Lead non-technical discussions with your customers to help define objectives that ServiceNow can address and their business value
• Sell the value of our solution, not just the features and functions of the products
• Support regional marketing events - user conferences, trade shows, webinars, etc
• Demonstrations of the product, both standard and tailored to prospects and existing customers, both onsite and via video conference.
• Collaborate in the creation of product demo scripts and scenarios.
• Develop a deep understanding of the ServiceNow platform so you can be consultative and provide customers guidance and best practices in designing their solution
• Responding to Request for Information/Proposal documents
• Staying current on product developments/releases to a level required to brief customers on product roadmaps, deliver product demos and leading POV/POC cycles.
• Staying current on competitive analyses and understanding differentiators between the company and its competitors.
• In conjunction with Sales Personnel and Professional Services, conduct transition briefings - communicate commitments, set expectations in preparation for deployment
• Act as the ServiceNow subject matter expert at Executive briefings/marketing events

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.
• Expertise in enterprise software pre-sales solution consulting or sales engineering experience essential
• Expertise in enterprise software pre-sales solution consulting or sales engineering experience essential
• Experience working with and selling to manufacturing enterprises (+ 5000 employees)
• Experience selling complex multi-product or cross-platform software solutions essential
• Solution experience, preferably with the ServiceNow Platform, and/or process experience with one more of the following is highly desirable: IT Service Management (ITSM), Project Portfolio Management (PPM), DevOps, Agile, Governance Risk, and Compliance (GRC), Security Operations, IT Operations Management (ITOM) including Cloud Management, Event Management, Infrastructure Discovery/Mapping or any complementary technologies such as Generative AI.
• Background knowledge in Operational Technology (OT) transformation including IT/OT convergence, industrial IoT architectures, connected asset management, and the unique security, integration, and service management challenges associated with bridging enterprise IT systems with shop floor operations and industrial control systems
• Ability to pull together complex virtual and matrix teams and to successfully collaborate with product management, product marketing, partners, and professional services
• Experience working collaboratively with product management, product marketing, partners, and professional services
• Exhibits a degree of technical expertise and understanding, with the aptitude to learn new technology and solutions quickly
• Able to articulate and logically communicate concepts with both technical and non-technical audiences.
• Exceptional communication and presentation skills including technical and business concepts
• Understanding of and experience selling to Enterprise Architecture teams.
• Ability to understand the "bigger picture" and the business drivers around IT
• Territory management skills, including pipeline building and working with Sales counterpart to guide execution excellence
• Business Travel as necessary within Germany and occasionally international travel to the US.
• 7+ years of pre-sales solution consulting or sales engineering experience
• Fluency in English

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, 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. 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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