Advisory Presales Solution Consultant - Security and Identity

Company Description

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.

Job Description

The Solution Consultant – Identity & Security partners with Sales to help customers address complex identity, access, and security challenges. This role reports to the Solution Consulting Manager within the Identity & Security team and serves as a trusted technical and business advisor, translating requirements into differentiated, outcome-driven solutions that reduce risk, improve governance, and enable secure business operations. The ideal candidate combines deep domain knowledge in identity and security with a consultative mindset and can communicate effectively with both technical practitioners and executive stakeholders. This is a fast-paced, growth-stage team that values ownership, initiative, and adaptability. SCs who thrive with autonomy and are energized by building something new will be well positioned to succeed.

This role sits at the forefront of building ServiceNow’s Identity & Security GTM, offering Solution Consultants the opportunity to drive impact, establish best practices, and help define what “great” looks like as the business scales.

Key Responsibilities:

• Customer Engagement & Solution Design: Partner with Sales to lead discovery, solution design, and technical validation for Identity & Security use cases. Engage with customer security, identity, IT, and risk stakeholders to understand requirements, challenges, and success criteria. Design and position solutions that address identity governance, access control, risk reduction, and security automation.
• Demonstrations & Technical Leadership: Deliver compelling, value-based demonstrations tailored to customer security and identity priorities. Articulate how identity and security capabilities integrate into broader enterprise workflows and platforms. Serve as a technical authority during evaluations, proof-of-concepts, and competitive situations.
• Value & Outcome Positioning: Translate identity and security capabilities into business outcomes such as reduced risk, improved compliance, and operational efficiency. Support executive-level conversations by framing security and identity initiatives in terms of business impact and resilience. Partner with Sales to develop solution narratives that align to customer priorities and buying personas.
• Deal Support & Execution: Support complex sales cycles from early discovery through close, ensuring technical accuracy and customer alignment. Identify and mitigate technical or solution-related risks during the sales process. Collaborate with internal teams to ensure solutions are feasible, scalable, and aligned to product capabilities.
• Continuous Learning & Collaboration: Stay current on identity, security, and regulatory trends to inform customer conversations. Share field insights and best practices with peers and leadership. Partner with Product, Enablement, and Marketing teams to provide feedback from the field. Participate in a sales-driven, high-accountability culture centered on continuous skill development in a rapidly evolving security market.

Qualifications

· 5+ years of experience in Solution Consulting, Sales Engineering, Pre-Sales, or a related technical role

· Track record of strong performance in prior SC roles — expect to demonstrate consistent contribution to technical wins and deal outcomes.

· Genuinely curious and proactive in adopting AI and emerging sales support technologies to enhance customer engagements, solution design, and deal execution.

· Strong understanding of identity and security concepts, including identity governance, access management, and risk

· Ability to quickly learn new technologies, demonstrate their capabilities, and connect them to impactful customer business challenges.

· Experience supporting enterprise-level complex sales cycles

· Ability to communicate effectively with both technical and business stakeholders

· Strong presentation and storytelling skills — able to paint the art of the possible and align solutions to customer priorities.

· Willingness to travel as required across the EMEA North region (typically 25–50%)

Fluency in English and a regional language essential

Preferred Qualifications:

· Experience with Identity & Access Management (IAM), Identity Governance & Administration (IGA), or Security Operations platforms

· Background in enterprise SaaS or platform-based solutions

· Familiarity with compliance and regulatory considerations impacting identity and security programs

What Success Looks Like:

· Become productive quickly and add immediate value to active pursuits

· Deliver high-quality POCs and demos that advance pipeline and build customer confidence

· Build trusted-advisor relationships with Sales partners and customers through technical expertise

· Demonstrate strong technical credibility and consistent execution across opportunities

· Contribute to measurable improvement in win rates and deal quality

Additional Information

Work Personas

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.

Equal Opportunity Employer

ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements. 

Accommodations

We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [email protected]for assistance. 

Export Control Regulations

For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities. 

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