Sr Advisory Solution Consultant

ServiceNow • Vienna, VA

5d

About The Position

As an Advisory Solution Consultant on the Federal defense team, you will serve as the 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. Working closely 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 customer discovery, tailored demonstrations, proof-of-value deployments in federal environments, technical support throughout complex sales cycles, and participation in marketing and industry events. You will also provide product feedback and share technical assets and best practices with the Solution Consulting team. Travel of up to 40% is required for customer engagements, trade shows, and field support in assigned territories. 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, Department of Defense, or Federal System Integrator customers.
• Ability to learn and explain complex technical concepts in terms of business impact to both C-suite and technical audiences.
• Demonstrated expertise with enterprise cybersecurity solutions, vulnerability management, detection and response, cloud security platforms, agentless security solutions, network traffic analysis, or behavioral threat detection.
• Technical depth in Linux, virtualization, cloud platforms such as 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 taking responsibility for deal success and navigating ambiguity in federal sales cycles.
• BS degree in Computer Science, MIS, or equivalent experience.
• 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 a security context, 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 covering 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, measuring security posture improvements and operational results.
• Partner with Sales to guide complex opportunities from qualification through close, providing technical credibility and strategic positioning.
• Support trade shows, executive briefings, customer webinars, and industry events as a technical authority on Federal security modernization.
• 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.
• Travel up to 40% for key customer engagements, trade shows, and field support in assigned territories.

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

What This Job Offers

• Job Type: Full-time
• Career Level: Senior