CPQ Solution Consulting Manager

ServiceNow • San Francisco, CA

43d

About The Position

What you get to do in this role Ensure Solution Consultants clearly articulate value and relevance to customers, fully uncover business and technical requirements, deliver high-quality presentations and product demonstrations, and execute proofs of concept only when appropriate. Guide the team in documenting business value, defining solution success criteria, and securing customer commitment to the proposed CPQ/ServiceNow solution. Develop team members in alignment with business needs and individual career goals. Build and maintain a strong recruiting pipeline of high-caliber SC talent to support future growth. Partner closely with regional sales leadership to prioritize Solution Consulting engagement across CPQ opportunities. Assign SC resources to sales cycles and continuously assess progress against objectives. Allocate resources to support marketing events, demand-generation initiatives, and strategic programs as needed. Create, deliver, and iterate on training curricula to ensure the team remains aligned with evolving sales strategies and product capabilities. Regularly evaluate team performance through direct observation, coaching sessions, and feedback from peers and sales stakeholders. Ensure optimal alignment of skills and resources across the region to maximize effectiveness and coverage. Oversee day-to-day operational activities, including scheduling, resolving resource conflicts, reviewing expenses, and ensuring accurate activity reporting.

Requirements

• Experience leveraging AI or evaluating how AI can improve workflows, decision-making, automation, or operational efficiency within a SaaS or presales environment.
• Experience in a fast-paced IT or SaaS environment-preferably involving CPQ, cloud platforms, or enterprise software.
• 7+ years of presales experience, ideally with CPQ, CRM, or quoting/commerce solutions.
• Experience as a first-line manager leading presales or Solution Consulting teams.
• Strong coaching, mentoring, and people-management skills with the ability to develop individual contributors at varying experience levels.
• Proven ability to motivate, inspire, and scale a high-performing presales organization.
• Background in Value-Based Selling, Solution Selling, or similar consultative enterprise sales methodologies.
• Solid understanding of the SaaS market, enterprise sales cycles, and best practices in service management and/or PaaS-based solution delivery.

Responsibilities

• Ensure Solution Consultants clearly articulate value and relevance to customers, fully uncover business and technical requirements, deliver high-quality presentations and product demonstrations, and execute proofs of concept only when appropriate.
• Guide the team in documenting business value, defining solution success criteria, and securing customer commitment to the proposed CPQ/ServiceNow solution.
• Develop team members in alignment with business needs and individual career goals.
• Build and maintain a strong recruiting pipeline of high-caliber SC talent to support future growth.
• Partner closely with regional sales leadership to prioritize Solution Consulting engagement across CPQ opportunities.
• Assign SC resources to sales cycles and continuously assess progress against objectives.
• Allocate resources to support marketing events, demand-generation initiatives, and strategic programs as needed.
• Create, deliver, and iterate on training curricula to ensure the team remains aligned with evolving sales strategies and product capabilities.
• Regularly evaluate team performance through direct observation, coaching sessions, and feedback from peers and sales stakeholders.
• Ensure optimal alignment of skills and resources across the region to maximize effectiveness and coverage.
• Oversee day-to-day operational activities, including scheduling, resolving resource conflicts, reviewing expenses, and ensuring accurate activity reporting.

Benefits

• equity (when applicable)
• variable/incentive compensation and benefits
• health plans, including flexible spending accounts
• a 401(k) Plan with company match
• ESPP
• matching donations
• a flexible time away plan and family leave programs

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Industry: Professional, Scientific, and Technical Services
• Education Level: No Education Listed
• Number of Employees: 5,001-10,000 employees