Senior Manager, Solution Consulting

ServiceNow•Vienna, VA

20h•$168,750 - $278,475

About The Position

The Senior Manager, Solution Consulting leads a regional presales team and its work supporting sales opportunities and demand generation. The role ensures Solution Consultants understand customers’ business and technical problems, communicate the relevance and value of ServiceNow solutions, deliver high-quality presentations and demonstrations, and execute proofs of concept when needed. The manager assigns and aligns resources, evaluates progress against goals, and works with regional sales managers to prioritize efforts. The role also develops team members and training curricula, maintains a pipeline of potential candidates, and regularly evaluates performance through direct observation and feedback. It oversees day-to-day team operations, including resource scheduling, expense review and approval, and activity reporting. The position calls for experience integrating AI into work processes, presales leadership, and deep familiarity with the Japan market and its senior customer stakeholders.

Requirements

Experience leveraging or critically considering how to integrate AI into work processes, decision-making, or problem-solving.
Experience working in a fast-growing IT environment, including software, cloud, or customer experience.
At least 7 years of presales experience.
Experience managing presales teams as a first-line manager.
Deep experience with the Japan market and experience selling to and gaining access to senior management at Japanese customers.
Understanding of standard approaches to coaching, mentoring, and managing individual contributors.
Ability to motivate and inspire a growing team of Presales Solutions Consultants.
Experience in Value Based Selling or Solution Selling.
Thorough understanding of the SaaS market, provision of PaaS-based solutions, and Service Management practices.

Responsibilities

Ensure Solution Consultants demonstrate relevance to customers and discover their business and technical problems.
Ensure the team delivers high-quality presentations and demonstrations, executes proofs of concept successfully and only when needed, documents business value, and secures customer commitment to ServiceNow solutions.
Develop team members in line with business needs and their individual professional goals.
Develop and maintain a recruiting pipeline of potential Solution Consultant candidates.
Work with regional sales managers to prioritize regional Solution Consulting efforts.
Assign resources to sales opportunities and evaluate progress against goals.
Assign resources to marketing and other efforts that support demand generation.
Develop and deploy team training curricula to meet changing sales organization demands.
Regularly evaluate team members using direct observation, peer feedback, and sales feedback.
Ensure proper resource alignment and effective use of skill sets within the assigned region.
Manage day-to-day activities, including resource scheduling conflicts, expense review and approval, and activity reporting.