Sr Advisory Solution Architect - Government Healthcare and Education (Armis/Veza)
About The Position
ServiceNow is seeking a Solution Consultant to partner with Sales and help government, healthcare, and education customers address complex security, identity, access, asset visibility, exposure management, and risk challenges. The role serves as a trusted technical and business advisor, leading discovery, solution design, product demonstrations, proof-of-value engagements, and customer validation. The consultant works with security, identity, infrastructure, IT, risk, and executive stakeholders to connect technical capabilities to measurable business outcomes. The position supports complex enterprise sales cycles, including customer evaluations and competitive situations. It involves delivering technical demonstrations and training, deploying and supporting proof-of-value and proof-of-concept engagements, preparing customer-facing materials, and sharing field insights with internal teams. Travel is typically 25–50%, depending on region and business needs. The role supports ServiceNow's Armis and Veza security capabilities alongside its Security and Risk offerings.
Requirements
- At least 5 years of experience in Solution Consulting, Sales Engineering, Pre-Sales Engineering, Solutions Architecture, or a related technical role.
- At least 5 years of customer-facing technical, pre-sales, or customer support experience.
- Experience supporting complex cybersecurity, SaaS, or enterprise platform sales cycles with enterprise customers.
- Strong understanding of cybersecurity concepts, identity and access, governance and risk, and security operations.
- Strong working knowledge of enterprise networking concepts, including routing, switching, VLANs, subnetting, firewalls, DNS, NAT, and network segmentation.
- Familiarity with capturing network traffic via SPAN ports, port mirroring, TAPs, packet capture brokers, NetFlow, and network telemetry.
- Ability to understand and explain how security platforms integrate with customer network environments to collect data, provide visibility, and support technical validation during demonstrations, proof-of-values, and proof-of-concepts.
- Strong presentation, storytelling, and executive communication skills.
- Ability to engage effectively with technical practitioners, business stakeholders, and executive buyers.
- Demonstrated track record of contributing to technical wins, deal progression, and successful customer outcomes.
- BS degree in Computer Science, MIS, Cybersecurity, or equivalent experience.
Nice To Haves
- Hands-on experience with IAM or IGA solutions.
- Background in Security Operations or security engineering.
- Experience with asset discovery across IoT, OT, or IoMT environments.
- Exposure to vulnerability management or risk-based vulnerability programs.
- Security, cloud, or relevant technical certifications.
- Linux or Python scripting experience.
Responsibilities
- Partner with Sales to lead technical discovery, solution design, and customer validation.
- Deliver compelling virtual and in-person technical demonstrations.
- Deploy and support proof-of-value and proof-of-concept engagements.
- Translate technical capabilities into business outcomes.
- Serve as a trusted advisor during evaluations, competitive situations, and executive discussions.
- Develop customer-facing documentation, technical summaries, and solution narratives.
- Lead technical training sessions based on customer use cases and proof-of-value findings.
- Support marketing events, conferences, webinars, and speaking engagements.
- Collaborate with Product, Enablement, Marketing, Customer Success, and Support teams to share field insights and improve execution.
- Travel as required, typically 25–50%, depending on region and business needs.
Benefits
- Health plans, including flexible spending accounts.
- 401(k) Plan with company match.
- ESPP.
- Matching donations.
- Flexible time away plan.
- Family leave programs.
- Equity when applicable.
- Variable/incentive compensation; sales positions generally offer a competitive On Target Earnings incentive compensation structure.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
