Sr Advisory Solution Consultant
About The Position
As an Advisory Solution Consultant on ServiceNow’s Federal defense team, serve as the technical expert and trusted advisor for strategic ServiceNow Security engagements involving Armis, Veza, and Risk. Support Department of Defense and Federal System Integrator prospects by uncovering the value and demonstrating the operational impact of ServiceNow Security solutions. Partner closely with Sales to guide opportunities from discovery through proof of value, positioning AI-powered visibility and security posture improvements as mission advantages. The role includes supporting customer engagements, sales and marketing activities, and product feedback. Travel up to 40% is required for key customer engagements, trade shows, and field support in assigned territories. The work persona is flexible or remote.
Requirements
- At least 5 years of pre-sales solution consulting, sales engineering, or solutions architecture experience.
- Direct experience selling to or supporting Federal, DoD, or Federal System Integrator customers.
- Ability to explain complex technical concepts in terms of business impact to C-suite and technical audiences.
- Expertise with enterprise cybersecurity solutions, such as vulnerability management, detection and response, cloud security platforms, agentless security, network traffic analysis, or behavioral threat detection.
- Technical depth in Linux, virtualization, cloud platforms (AWS, Azure, or GCP), and utility scripting such as Python.
- Strong understanding of network architecture, IT/IoT/OT environments, cloud infrastructure, and endpoint security landscapes.
- Excellent written and verbal communication skills and ability to build credibility with federal customers and internal stakeholders.
- Ownership mindset, including taking responsibility for deal success and navigating ambiguity in federal sales cycles.
- BS degree in Computer Science, MIS, or equivalent experience required.
- Travel up to 40% for customer engagements, trade shows, and field support in assigned territories.
- Existing Top Secret clearance is ideal, or ability to obtain a Top Secret clearance.
Nice To Haves
- Experience in cybersecurity, network security, or IT operations.
- Exposure to AI and machine learning in security, AI-driven detection and analytics, agentic automation, or securing and governing AI systems and agents.
- Knowledge of CMMC, FedRAMP, NIST, STIG, CSfC, or other federal compliance and security frameworks.
- Background in IT/IoT/OT security, industrial control systems, critical infrastructure, or utility networks.
- Existing Top Secret clearance.
Responsibilities
- Lead technical discovery to understand Federal customers’ security challenges, compliance mandates, and asset landscapes, and map ServiceNow Security solutions to customer outcomes.
- Deliver tailored product demonstrations and technical deep dives covering AI-driven visibility into IT/IoT/OT networks, managed IT, cloud infrastructure, and cross-domain security.
- Design, deploy, and manage proof-of-value engagements in live federal environments, from data collection through analytics validation, and measure security posture improvements and operational wins.
- Partner with Sales to guide complex opportunities from qualification through close, providing technical credibility and strategic positioning.
- Support trade shows, executive briefings, customer webinars, and industry events as a technical authority on Federal security modernization.
- Provide Product Management with feedback on federal customer requirements, compliance gaps, and market differentiation opportunities.
- Share technical assets, use cases, and best practices with the Solution Consulting team.
- Stay current on competitive positioning, federal IT security trends, intelligence community threats, and Armis and Veza capabilities.
Benefits
- Health plans
- Flexible spending accounts
- 401(k) Plan with company match
- Employee Stock Purchase Plan (ESPP)
- Matching donations
- Flexible time away plan
- Family leave programs
- Equity, when applicable
- Variable/incentive compensation
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What This Job Offers
Job Type
Full-time
Career Level
Senior
