Dir, Solution Consulting - Security & Identity

ServiceNow•Santa Clara, CA

7d•Remote

About The Position

Overview The Director, Solution Consulting – Security & Identity leads an organization of managers and technical experts dedicated to helping customers reduce risk, strengthen identity governance, and modernize security operations. This role is a people-first leader, responsible for developing high-performing consultants who partner with Sales to deliver outcomes that resonate with both technical and executive stakeholders. The manager and leader ensures the team can translate complex security and identity challenges—across access, risk, and governance—into differentiated, business-aligned solutions. A career-defining opportunity to shape ServiceNow's Security GTM strategy from the ground up — ideal for leaders who want to build, not just inherit.

Requirements

10+ years of experience in Solution Consulting, Sales Engineering, or Pre-Sales roles with a focus on Security and/or Identity & Access Management.
Demonstrated success in growth-phase environments, with a genuine passion for building from the ground up—energized by shaping what’s next and creating playbooks that enable others to succeed.
Genuinely curious and proactive in adopting AI and emerging technologies; able to model and coach the team on using new tools to enhance customer engagements and deal velocity.
5+ years of people management experience leading technical or consultative teams.
Strong understanding of security and identity concepts such as identity governance, access management, risk, and compliance.
Experience supporting complex enterprise sales cycles.
Strong executive communication skills with the ability to translate security risk into business impact.
Willingness to travel as required (typically 35-50%)

Nice To Haves

Experience with Identity & Access Management (IAM), Identity Governance & Administration (IGA), or Security Operations solutions.
Background in enterprise SaaS or platform-based security solutions.
Familiarity with regulatory and compliance frameworks impacting identity and security programs.

Responsibilities

Lead, coach, and develop a team of highly technical Solution Consultants and Solution Consulting Leaders — building both consultative depth and the ability to translate technical capabilities into business value.
Set clear performance expectations, provide regular coaching, and support career progression.
Build a sales-driven, high-accountability culture centered on continuous skill development in a rapidly evolving security market. This is a fast-paced, build-phase team that values ownership, initiative, and adaptability. Leaders who are comfortable operating with autonomy and driving outcomes will be well positioned to succeed.
Partner closely with Sales leadership to support pipeline execution and revenue goals in the Security & Identity portfolio.
Ensure high-quality customer engagements across discovery, solution design, demonstrations, and executive briefings.
Serve as an escalation point for complex or high-risk deals, ensuring solutions align to customer security and compliance needs.
Guide the team in positioning identity, access, and security capabilities in the context of business risk, regulatory pressure, and operational efficiency.
Ensure Solution Consultants can clearly articulate value around identity governance, access controls, risk reduction, and security automation.
Ensure consistent delivery of high-quality POVs and POCs, with the flexibility to step in and lead customer engagements directly when complexity, strategic priority, or team capacity requires.
Stay current on security and identity trends, threats, and regulatory considerations to inform customer conversations.
Manage team capacity, territory coverage, and prioritization to support the business effectively.
Drive consistency in security solution messaging, demonstrations, and engagement models.
Use data and performance insights to improve productivity, deal effectiveness, and customer outcomes.
Partner with Product, Security, Enablement, and Marketing teams to share field insights and improve solution readiness.
Provide structured feedback based on customer and market signals to influence roadmap and enablement priorities.