Area VP, Solution Consulting

ServiceNow•Santa Clara, CA

1d•$225,825 - $372,600

About The Position

The AVP, AMS CRM Solution Consulting leads the pre-sales technical organization supporting ServiceNow’s CRM business across the Americas. The role manages first- and second-line Solution Consulting leaders and their teams, with direct accountability for CRM Net New Annual Contract Value (NNACV) targets and growth. It focuses on turning ServiceNow’s AI-native CRM strategy into repeatable pre-sales practices that win business at scale. The AVP will evolve the organization toward a Forward Deployed Engineer (FDE) model and shift pre-sales from demo-centric engagements to proof-of-value (POV)-centric selling. The role also strengthens the connection between field teams and CRM Product Management, builds technical talent and leadership capacity, and scales operations through AI automation, simplified processes, and consistent execution. The position works closely with CRM sales, product, value, and partner leaders to align pre-sales strategy with the broader go-to-market plan.

Requirements

10 or more years of experience leading pre-sales, solution consulting, or technical sales organizations at scale, including managing managers.
At least 10 years of leadership experience in the Solution Consulting domain.
A consistent record of owning and delivering ACV, NNACV, or equivalent revenue-tied targets in a software or SaaS environment.
Deep understanding of the CRM market and the disruption caused by AI and agentic automation.
Fluency with AI and automation tools and a demonstrated bias toward using them to scale teams and simplify work.
Experience evolving pre-sales motions, particularly moving teams from demo-centric to POV-centric selling.
Exceptional communication and executive presence, with the ability to set clear messaging and hold leaders accountable.
Strong cross-functional operating skills and a track record of aligning sales, product, and pre-sales.
Ability to recruit, develop, and retain strong technical leaders and individual contributors.
Bachelor’s degree in a technical or business field, or equivalent work experience.
Expected to travel up to 50% of the time on average.

Responsibilities

Own AMS CRM NNACV targets and mobilize the Solution Consulting organization to achieve and exceed growth goals.
Translate revenue targets into clear team and individual pre-sales motions, forecast technical win rates, and remove deal blockers.
Partner with CRM sales leadership to prioritize opportunities, use cases, and industries where CRM can win fastest.
Lead the development of pre-sales talent and evolve Solution Consultants toward the Forward Deployed Engineer model.
Accelerate the transition from demo-centric selling to proof-of-value-centric pre-sales engagements.
Recruit, develop, and retain technical talent, while building a strong bench of first- and second-line leaders.
Keep the organization knowledgeable about agentic AI, Now Assist for CRM, and ServiceNow platform capabilities.
Bring market and customer perspectives on CRM and AI into product, go-to-market, and enablement decisions.
Scale pre-sales through AI automation, simplified processes, standardized POV frameworks, and automated demo and environment provisioning.
Reconnect AMS Solution Consulting and CRM Product Management so field insight informs product direction and product updates reach the field promptly.
Represent the current, differentiated CRM story and channel technical wins, losses, and gaps into product priorities.
Establish consistent messaging, operating motions, communication rhythms, and leadership accountability.
Align with CRM sales, product, value, and partner leaders as an integrated execution organization.
Align pre-sales strategy, coverage, and investment with the CRM go-to-market plan.
Represent AMS CRM Solution Consulting in cross-functional and global forums to support consistency across regions.