Director, Solution Consulting

ServiceNow•Vienna, VA

About The Position

The Director, Solution Consulting leads a team of pre-sales solution architects supporting innovation cycles across ServiceNow’s partner ecosystem. The role drives business strategy, thought leadership, cross-industry solution development, and go-to-market strategies for partner solutions. It ensures the team is motivated and equipped to deliver vertical and horizontal value-based solutions, while aligning resources with business needs and individual development goals. The Director manages team development and recruiting pipelines, assigns resources to joint solution development and demand-generation work, evaluates progress and performance, and ensures effective utilization of skills in the assigned region. The role also oversees day-to-day operations such as resource scheduling, expense review and approval, activity reporting, and commissions. The successful candidate applies AI-related thinking to work processes and thrives while leading teams through change and ambiguity. The posted base pay range is $194,100–$320,250, plus equity when applicable, variable or incentive compensation, and benefits. Sales positions generally include an On Target Earnings incentive compensation structure. Compensation varies by qualifications and work location. ServiceNow offers health plans, flexible spending accounts, a 401(k) plan with company match, an employee stock purchase plan, matching donations, a flexible time away plan, and family leave programs. Work personas may be flexible, remote, or required in office, depending on the nature of the work and assigned location.

Requirements

At least 7 years of experience building or leading pre-sales or professional services organizations; partner-aligned organizations are preferred.
At least 7 years of experience with standard approaches to coaching, mentoring, and managing senior-level professionals.
Experience leveraging or critically considering how to integrate AI into work processes, decision-making, or problem-solving.
Ability to collaborate and interact with Enterprise Architects, Technical Architects, Offering Managers, Directors, Vice Presidents, and C-suite executives.
Ability to motivate and inspire a growing team of Solutions Architects.
Strong internal matrix leadership and relationship-building abilities with cross-functional counterparts.
Ability to prioritize resources and broker internal compromise to achieve the best outcomes across competing priorities.
Ability to communicate concepts logically to technical and non-technical audiences.
Experience diagnosing project problems, developing solutions, communicating with clients, facilitating decisions, documenting, managing expectations, and leading teams.
Experience working with Service Providers, Outsourcers, and Global System Integrators.
Ability to connect market outcomes and strategic goals to ServiceNow technology and the financial rationale of improved margins, agility, and growth through the NOW Platform.
Ability to manage change and ambiguity with an action-oriented, driven approach and thrive in a dynamic environment.

Nice To Haves

Experience building or leading partner-aligned pre-sales or professional services organizations.

Responsibilities

Lead a team of pre-sales solution architects delivering business strategy and thought leadership for ServiceNow and its partner ecosystem.
Drive cross-industry development and go-to-market strategies for innovative partner solutions.
Develop team members in line with business needs and their professional goals.
Develop and maintain a recruiting pipeline to meet future business demands.
Assign resources to joint solution development opportunities and evaluate progress against goals.
Assign resources to marketing and other efforts that support demand generation.
Regularly evaluate team members using direct observation, peer feedback, and sales feedback.
Align resources and ensure effective utilization of skill sets within the assigned region.
Manage day-to-day activities, including resource scheduling conflicts, expense review and approval, activity reporting, and commissions.
Mobilize teams on large partner transformation opportunities to pursue promising monetization opportunities and accelerate partner outcomes and market penetration.