Senior Director, Specialist Solution Consulting - US Public Sector

ServiceNow•Santa Clara, CA

About The Position

The Senior Director of Specialist Solution Consulting, US Public Sector, is a critical leadership role providing strategic direction and operational excellence for our technical pre-sales teams serving Federal, State and Local Government, and Higher Education customers. This leader will oversee solution consulting efforts across ServiceNow's core platform workflows including Technology Workflows, Core Business Services, Risk & Security, and Platform, Data & Analytics. This role is focused on enabling our Public Sector customers to make informed technical solution decisions that position ServiceNow as their vendor of choice. This role will report directly to the VP of Public Sector Solutions and will serve as the technical pre-sales counterpart to the AVP of Solution Sales for US Public Sector. As a second-line leader, this individual will play a pivotal role in driving revenue growth by building technical excellence, accelerating multi-workflow solution adoption, and creating scale across our product portfolio in coordination with our sales teams. Key Outcomes for the New Leader Build a world-class, high-performing Solution Consulting team recognized as a talent destination within ServiceNow and the broader Public Sector marketplace Lead technical teams who drive solution decisions with customers, positioning ServiceNow as the vendor of choice through superior technical expertise and customer engagement Develop cross-platform solution selling as a standard practice within the broader Public Sector sales organization, improving multi-workflow deal construction and execution Drive each workflow to achieve independent quota targets while fostering collaboration across product lines to meet overall sales objectives Create innovative technical engagement models to construct large, strategic deals that improve year-on-year growth of the business Establish strong partnerships with Americas workflow-specific Solution Consulting leaders, product teams, and the broader ServiceNow ecosystem Collaborate closely with matrixed Public Sector organizations (CEG, Partners, Core Sales & SC teams, Architecture, Support) to ensure customers rapidly realize value from their investment in the ServiceNow platform

Requirements

Leadership Experience Proven experience leading technical pre-sales or solution consulting organizations, with a track record of building high-performing teams recognized for their culture and results Experience managing other managers in a complex, matrixed organization with demonstrated ability to drive successful outcomes through influence Understanding of standard approaches to coaching, mentoring, and management of individual contributors and managers at scale Strong track record of recruiting, developing, and retaining high-performing, high-potential technical talent through effective assessing, selecting, onboarding, and coaching Experience managing growing teams across different geographical locations
Public Sector & Sales Expertise Experience working in US Public Sector markets (Federal, State and Local Government, or Higher Education) Deep understanding of government buying patterns, procurement processes, and the unique requirements of Public Sector customers Experience in Value-Based Selling or Solution Selling methodologies Demonstrated ability to partner with sales leadership to develop winning account strategies and execute complex deal cycles Experience supporting quota-carrying objectives and driving revenue achievement through technical excellence
Technical & Domain Knowledge Thorough understanding of the SaaS market space, PaaS-based solutions, and enterprise software delivery models Experience with ServiceNow platform and one or more workflow areas is strongly preferred Understanding of FedRAMP/StateRAMP and DoD Impact Level Accreditations, and the cloud software landscape within government markets is preferred Ability to provide technical thought leadership and speak credibly about enterprise technology trends, architectures, and best practices
Personal Attributes Ability to motivate and inspire a growing team of leading pre-sales Solution Consultants Optimistic attitude, competitive spirit, strong work ethic, and humility Excellent team builder with superior verbal and written communication skills Demonstrated ability to work across organizational lines to get things done rapidly and meet market needs Experience working in fast-growing environments with understanding of different cultural and working styles Willingness and ability to travel up to 50% of the time

Nice To Haves

A TS or TS/SCI government security clearance is preferred but not required for this role
Previous experience leading solution consulting teams within ServiceNow or similar enterprise SaaS platforms
Prior Experience as a second line leader in a pre-sales capacity

Responsibilities

Strategic Leadership & Vision Establish vision, priorities, and goals for the US Public Sector Specialist SC organization in partnership with the VP of Public Sector Solutions and Americas workflow SC leaders Define and implement a comprehensive technical pre-sales strategy that aligns to Federal, State and Local Government, and Higher Education customer needs and buying patterns Develop long-term coverage plans and resource alignment strategies to maximize opportunity capture across products, agencies, and customer personas
Sales Partnership & Revenue Execution Partner closely with the AVP of Solution Sales and Core sales teams to develop account and business strategies for the US Public Sector Support business selling motions through executive-level technical presentations, complex problem resolution, strategic relationship development, and coordination of resources for top prospects Participate in regular territory reviews with sales leadership, maintaining detailed understanding of the technical requirements and competitive dynamics of top deals in the region Drive quota-carrying accountability for the SC organization, ensuring each workflow achieves its independent targets while supporting balanced portfolio growth
Team Leadership & Development Lead recruitment efforts to attract, hire, and onboard top technical pre-sales talent, building specialized expertise across core workflow areas Coach and develop managers and individual contributors through regular performance reviews, career development planning, and professional growth opportunities Create an organizational culture that motivates, develops, and retains exceptional Solution Consultants, making this organization THE destination for pre-sales professionals in Public Sector
Customer & Partner Engagement Serve as executive sponsor for strategic customer engagements, providing technical thought leadership to senior government executives on business and digital transformation Engage with senior leaders across the Federal partner ecosystem to drive market share and accelerate value realization for Public Sector customers Coordinate resolution of complex technical and business challenges, leveraging internal ServiceNow resources and external partners effectively Represent ServiceNow's technical capabilities to press, analysts, and at industry events—articulating value propositions from product releases to overall platform strategy
Operational Excellence Establish effective working rhythms and collaboration models across the matrixed teams supporting Public Sector customers and core platform workflows Develop and implement training plans that build deep technical expertise across workflow areas and government-specific requirements Maintain current knowledge of corporate direction, industry trends, and Public Sector technology landscape to inform team strategy and positioning

Benefits

We also offer 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.

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