Director Solution Consultant - State and Local

About the Role

Key Responsibilities

• Leading from the front of a team of managers and individual contributors in the Solution Consulting organization, with a focus on customer engagement, ServiceNow knowledge, and sales/pre-sales acumen.
• Developing and growing the team's capabilities by evaluating talent, understanding skills requirements and gaps, and devising plans to meet evolving business and customer needs.
• Partnering closely with Sales leadership to ensure cohesive strategy execution and articulating this strategy within the broader sales ecosystem and partner community.
• Being a thought leader within the SLG&E market by demonstrating a deep understanding of customer challenges and how ServiceNow can address them.
• Collaborating across the organization—Partner, Product, Specialty Sales, Consulting, etc.—to achieve sales goals and remove blockers through influence and support from matrix teams.
• Developing and maintaining recruiting pipelines for leadership and individual contributors to meet future business demands.
• Partnering with Sales, Marketing, and other teams to develop strategies and execution plans for pipeline generation and sales acceleration.
• Setting, maintaining, and coaching the team to standards for world-class execution of presales activities, including demo delivery, POV execution, and achieving technical wins.

Requirements

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving.
• Experience working with customers in the State & Local Government and/or Higher Education vertical, preferably in a pre-sales leadership capacity.
• 8-10 years of experience in building and leading pre-sales teams, with demonstrated ability in coaching employees with varying levels of experience.
• Pre-sales experience at a software company is highly preferred.
• Ability to collaborate and interact at multiple levels (Enterprise Architects, Technical Architects, Directors, VP's, CXO's).
• Understanding of how to work across different teams and levels in a matrixed environment to achieve business goals.
• Understanding of the ServiceNow platform and its capabilities, with the ability to articulate its value to customers.
• Desire and capability to manage change and ambiguity with an action-oriented approach.
• Strong execution skills across both near-term and long-term objectives, with critical analysis and decision-making skills.

Nice to Have

• Understanding of the ServiceNow sales process is preferred, but not required.

Qualifications

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving.
• Experience working with customers in the State & Local Government and/or Higher Education vertical.
• 8-10 years of experience in building and leading pre-sales teams.
• Pre-sales experience at a software company is highly preferred.

Benefits & Perks

• Base pay ranging from $190,725 to $314,775, plus equity (when applicable), variable/incentive compensation, and benefits.
• Health plans, including flexible spending accounts.
• A 401(k) Plan with company match.
• Employee Stock Purchase Plan (ESPP).
• Matching donations, flexible time away, and family leave programs.
• Compensation varies based on geographic location and individual factors.