Principal Services Sales Architect
ServiceNow
- Bangalore, Karnataka
- Permanent
- Full-time
- 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 technical scope, architecture, and technical governance.
- Build project roadmaps (e.g. phasing) aligned to customers capabilities and business objectives.
- Be a lead member of an overall engagement project team focused on delivering successful and substantive customer outcomes, focused on inter-connectivity between Workflow solutions and a customer's technology landscape, while informing customer on governance best practices
- Align delivery and Impact teams for scoped projects. Drive further license and services revenue by picking up gaps/further opportunities within the customer.
- Support project initiation and planning activities to ensure seamless transition to delivery and that the agree architecture and design are respected through sales to delivery.
- Become a part of the extended project governance team and attend check points and governance meetings.
- Attend post-delivery reviews and project close out and ensure feedback is captured to refine/improve scoping.
- Interlock with existing customer engaged teams, where present, to further understand where opportunities exist.
- Enable and mentor other members of the ServiceNow delivery team and partner ecosystem.
- Up to 50% travel annually, driven by customer needs and internal meetings.
- An extensive career in Professional Services, ideally working also with a software OEM, and the value proposition they bring for a customer.
- The ability to build strong relationships internally and externally, ensuring proper engagement with core teams and customers.
- Ability to talk to customers in their language, around their industry, and at the appropriate level across Executive, Business and Technical stakeholders.
- Experience of creating and presenting, complex, multi technology solutions while creating the link to the business value proposition.
- The ability to manage complex customer pursuits and invest time and resources appropriately.
- Ability to navigate tough conversations and challenging meetings with internal and external customers.
- Strong focus on ownership and execution against deadlines while managing multiple opportunities at a time.
- Capable of developing visually rich and professional conceptual design documents targeted to varying audiences of business and technical aptitude.
- Strong aptitude toward communicating complex business and technical concepts using visualization and modeling aids.
- Ability to conceptualize and design sophisticated wireframes, workflows, and diagrams.
- Ability to interact well with both technical and non-technical customers, attains relevant technical and business requirements, analyzes information, and designs comprehensive solutions and engages with a high level of intellectual agility.
- Experience conducting solutions presentations and obtaining customer acceptance to solution design.
- A passion to continually study new technologies and functionality, as well as be involved in projects that push the capabilities of existing technologies.
- Holds or is eligible for ServiceNow certifications - CMA or CTA. Other certifications such as TOGAF highly desirable.