Principal Services Sales Architect

6 months ago

Sydney, Australia ServiceNow Full time

**Company Description**
At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you.

With more than 7,700+ customers, we serve approximately 85% of the Fortune 500®, and we're proud to be one of FORTUNE 100 Best Companies to Work For® and World's Most Admired Companies.

Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.

This Solution Architect is a functional and technical expert consulting with customers on implementing ServiceNow solutions based on best practices - all with the goal of accelerating adoption and driving customer business outcomes. The role requires the person to be laser-focused on solving for the most relevant customer challenges - providing leadership and support during sales cycles, on direct engagements with our Customers and partners, and advocating for customer needs within ServiceNow (e.g., Product Management, Leading Practices, Training & Certification).

Solution Architect brings architectural guidance, deep business acumen, along with deep product expertise, innovation, and knowledge capital to our customers and partners. This role requires a broad understanding of the ServiceNow platform, depth in understanding a complete Workflow of products (e.g. Technology Workflow) to allow the creation of mulit-product solutions that integrate with the customer’s enterprise architecture.

The Solution Architect will engage a team of ServiceNow and channel partner resources and support sales cycles as required to grow overall wallet share and cross-sell. Understand the client’s overall business to ensure successful implementation of ServiceNow products and technologies. Act as an authority on ServiceNow Expert Services project methodology and best practices, demonstrating the ability to tailor the methodology to meet the client’s needs while preserving a structured process. Demonstrate high “Speed of Delivery” - being able to rapidly develop documentation, standards, and other deliverables for which they are responsible. Identify and pursue potential ServiceNow Expert Services opportunities at a client within and outside of the scope of work. Work with ServiceNow Sales, Solution Consulting, ACE partners, Servicenow Services Sellers and others to qualify, manage and close expert services opportunities. Collaborate with ServiceNow Sales to use Expert Services resources and service offerings in the most appropriate fashion to support large/strategic product sales opportunities.

The Solution Architect will work alongside the Services Sellers in the sales process and then maintain periodic touch points during delivery activities to ensure that the architecture and design principles are maintained, being a consistent trusted partner for the customer.

The Solution Architect will work on the largest digital transformation opportunities with our most strategic customers engaging with C-Levels roles not only within IT but also various business functions.

**_ What you get to do in this role:_**
- Support pre-sales activities like conducting sales presentations, leading solutioning/scoping discussions/workshops, estimating consulting engagement efforts in partnership with Services Account Executives (SAE), Solution Sales Executives/Consultants, Sales Account Executives, and Partner Sales Organizations
- Build credibility/trust with core Customer account teams to ensure they engage with Customer Outcomes (CO) early in the deal lifecycle and so they are comfortable with CO leading pursuits and working with the customer on stand-alone Services deals.
- Be a strong evangelist of the ServiceNow value proposition aligned to customers objectives.
- Qualify customer opportunities in conjunction with the SAE.
- Develop deep understanding of customer requirements and translate to a high level solution/scope/effort.
- Grow deal size by becoming a Trusted Advisor for the customer and manage alignment with their strategy.
- Provide continuity during the pre-sales process through engagement delivery.
- Commercial awareness - business case input, understanding of customers budgetary constraints.
- Write SoWs with a strong focus on pre-requisites and risk management.
- Gain customer approval of the SoW scope and services description through multiple walk-throughs.
- Engage with internal delivery resources to request specialist scoping support where required.
- Bridge between the

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