Sr Advisory Solution Consultant
About The Position
As an Advisory Solution Consultant on ServiceNow’s Federal defense team, you will serve as a technical expert and trusted advisor on strategic ServiceNow Security engagements involving Armis, Veza, and Risk. You will support Department of Defense and Federal System Integrator prospects by uncovering the value and demonstrating the operational impact of ServiceNow Security solutions. In partnership with Sales, you will guide opportunities from discovery through proof of value, positioning AI-powered visibility and security posture improvements as mission advantages. The role includes technical discovery, tailored demonstrations and technical deep dives, and designing and managing proof-of-value engagements in live federal environments. You will also contribute to sales and marketing activities, provide customer and market feedback to product management, share technical assets and best practices with the Solution Consulting team, and stay current on federal security trends, emerging threats, competitive positioning, and product capabilities. Travel is up to 40% for customer engagements, trade shows, and field support. An existing Top Secret clearance is ideal; candidates must otherwise be able to obtain one.
Requirements
- At least 5 years of pre-sales solution consulting, sales engineering, or solutions architecture experience.
- Direct experience selling to or supporting Federal, DoD, or Federal System Integrator customers.
- Ability to learn and explain complex technical concepts and translate them into business impact for executive and technical audiences.
- Demonstrated expertise with enterprise cybersecurity solutions, such as vulnerability management, detection and response, cloud security platforms, agentless security solutions, network traffic analysis, or behavioral threat detection.
- Technical depth in Linux, virtualization, AWS, Azure, or GCP, and utility scripting such as Python.
- Strong understanding of network architecture, IT/IoT/OT environments, cloud infrastructure, and endpoint security landscapes.
- Excellent written and verbal communication skills and ability to build credibility with federal customers and internal stakeholders.
- Ownership mindset, including comfort taking responsibility for deal success and navigating ambiguity in federal sales cycles.
- BS degree in Computer Science, MIS, or equivalent experience.
- Up to 40% travel for customer engagements, trade shows, and field support in assigned territories.
- Existing Top Secret clearance or ability to obtain a Top Secret clearance.
Nice To Haves
- Experience in cybersecurity, network security, or IT operations.
- Exposure to AI and machine learning in security, AI-driven detection and analytics, agentic automation, or securing and governing AI systems and agents.
- Knowledge of CMMC, FedRAMP, NIST, STIG, CSfC, or other federal compliance and security frameworks.
- Background in IT/IoT/OT security, industrial control systems, critical infrastructure, or utility networks.
- Existing Top Secret clearance.
Responsibilities
- Lead technical discovery to understand Federal customers’ security challenges, compliance mandates, and asset landscapes, and map ServiceNow Security solutions to customer outcomes.
- Deliver tailored product demonstrations and technical deep dives showing AI-driven visibility across IT/IoT/OT networks, managed IT, cloud infrastructure, and cross-domain security.
- Design, deploy, and manage proof-of-value engagements in live federal environments, from data collection through analytics validation, and measure security posture and operational improvements.
- Partner with Sales to guide complex opportunities from qualification through close, providing technical credibility and strategic positioning.
- Support marketing and sales activities, including trade shows, executive briefings, customer webinars, and industry events.
- Provide product management with feedback on federal customer requirements, compliance gaps, and market differentiation opportunities.
- Share technical assets, use cases, and best practices with the broader Solution Consulting team.
- Stay current on competitive positioning, federal IT security trends, emerging intelligence-community threats, and Armis and Veza capabilities.
Benefits
- Health plans
- Flexible spending accounts
- 401(k) plan with company match
- Employee stock purchase plan (ESPP)
- Matching donations
- Flexible time away plan
- Family leave programs
- Equity, when applicable
- Variable/incentive compensation
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What This Job Offers
Job Type
Full-time
Career Level
Senior
