Area VP, Solution Consulting

ServiceNow•Santa Clara, CA

About The Position

The AVP, AMS CRM Solution Consulting owns the pre-sales technical engine for ServiceNow’s CRM business across the Americas and is directly accountable for CRM Net New Annual Contract Value (NNACV). The role leads a multi-layer organization of first- and second-line Solution Consulting leaders and their teams, translating the company’s AI-native CRM vision into repeatable pre-sales motions that support growth at speed and scale. The AVP will build the next generation of pre-sales talent around the Forward Deployed Engineer model and help shift the go-to-market approach from demo-centric selling to proof-of-value-centric selling. The position emphasizes speed, simplification, clarity, AI automation, consistent execution, and close alignment between the field, CRM Product Management, sales, value, and partner organizations.

Requirements

10+ years of experience leading pre-sales, solution consulting, or technical sales organizations at scale, including managing managers.
10+ years in a leadership role 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 AI and agentic automation are bringing to it.
Fluency with AI and automation tools and a demonstrated bias toward using them to scale teams and simplify work.
Experience evolving pre-sales motions, especially moving teams from demo-centric to proof-of-value-centric selling.
Exceptional communication and executive presence, including the ability to set clear messaging and hold leaders accountable.
Strong cross-functional operating skills and a record of aligning sales, product, and pre-sales into a unified execution engine.
Ability to recruit, develop, and retain top 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 double-digit ACV growth.
Translate revenue targets into clear team-level 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 and develop pre-sales talent, evolving Solution Consulting toward the Forward Deployed Engineer model.
Accelerate the transition from demo-centric to proof-of-value-centric pre-sales, making working POVs the default way to earn technical trust.
Recruit, develop, and retain technical talent and build a scalable bench of first- and second-line leaders.
Keep the organization informed about agentic AI, Now Assist for CRM, and the platform capabilities that distinguish ServiceNow from legacy CRM providers.
Bring an outside-in perspective on CRM and AI trends to product, go-to-market, and enablement decisions.
Scale pre-sales through AI automation, standardized POV frameworks, fewer and better assets, and automated demo and environment provisioning.
Set speed, simplification, and clarity as operating standards for team motions.
Re-establish two-way alignment between AMS Solution Consulting and CRM Product Management, sharing field insights and product direction.
Represent customer feedback, technical wins, losses, and product gaps in product priorities.
Establish clear messaging, consistent execution motions, communication rhythms, and visible leadership accountability.
Motivate the team and broader CRM community around shared growth targets.
Align pre-sales strategy, coverage, and investment with the broader CRM go-to-market plan.
Represent AMS CRM Solution Consulting in cross-functional and global forums and promote consistency across regions.
Operate as an integrated execution partner with CRM sales, product, value, and partner leaders.