OVERVIEW
The Senior Solution Consultant provides technical pre-sales partnership with contender AE’s throughout the Southeast and provides prospective customers with product and solution advice during the pre-sales cycle. The Solution Consultant will participate in the acquisition and retention of customers by utilizing world-class technical pre-sales solution consulting techniques to communicate the value, business outcomes, and technical requirements of our ServiceNow offerings.
In addition, this role will contribute to Contender’s strategy in product development, market approach, customer engagement, and internal processes/procedures.
ROLE AND RESPONSIBILITIES
- Developing strong executive relationships with the CIO, CFO, CHRO and business leaders within each of the Accounts in the Region to understand the client’s vision and how ServiceNow plays in their digital transformation journey.
- Understand business objectives and develop customer roadmaps to fully realize value from ServiceNow
- Business value definition/realization/ benchmarks
- Together with the Contender Solutions account team, define and execute winning co- delivery models to achieve successful projects/programs
- Develop relationships with ecosystem partners at the account to identify opportunities to co-sell and co-deliver within the account.
- Work with Contender Solutions teams as well as ecosystem partners to develop implementation strategies and readiness process to accelerate time to value
- Work with clients and Contender Solutions teams to establish delivery operating model governance to ensure successful go-lives and end-user adoption
- Maintain account-level relationships with strategic partners serving the targeted accounts to ensure Contender Solutions has a clear value proposition within the account
- Participate in Account delivery governance (including Steering Committees with participation from client business and technology leaders across their enterprise) representing the ServiceNow platform
- Advocate/champion Contender’s advisory and expert services best practices and industry use cases with clients
- Deliver high customer sat metrics for the assigned accounts.
- Responsible for understanding business and technical problems addressed by the products including key regulations, business drivers, evolving business needs, security etc.
- Interview customers both face to face and remotely to uncover their technology and business needs
- Assist the sales personnel in the qualification of customer needs
- Lead non-technical discussions with your customers to help define business objectives that technology products can address and what the value of those objectives are
- Lead process, organization change management, utilization and adoption discovery sessions with customers
- Sell the value of our solution, not the features and functionality of the products
- Demonstrations of the product, both standard and tailored to prospects and existing customers, both onsite and via GoToMeeting
- Have a deep understanding of the ServiceNow platform so you can be consultative and provide customers guidance and best practices in designing their solution
- Responding to Request for Information, Proposal, and SOW documents
- Staying current on product developments and releases
- Staying current on competitive analyses and understanding differentiators between the company and its competitors
- In conjunction with Sales Personnel, PMO and Delivery, conduct transition briefing - communicate commitments, expectations etc in preparation for deployment
QUALIFICATIONS AND EDUCATION REQUIREMENTS
- Bachelor’s Degree or equivalent experience
- Minimum of 1-2 years product solutioning experience
- Minimum of 2 years pre-sales solutioning experience
- Hands on knowledge of ServiceNow and primary modules
- Ability to deliver roadmaps for customer planning purposes
- Experience working with and selling to large enterprises (5000+ employees)
- Proven technical aptitude in learning new technology and solutions quickly
- Relevant pre-sales experience with major hardware/software or services vendors
- Mastery of the sales process and trusted advisor for account representative
- Proven experience in one or more of the following areas: ITIL, Service Management, Asset Management, IT Management, Process Management
