Advisory Presales Solution Consultant - Energy & Utilities

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 — Service Now 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.

Service Now is currently seeking an Advisory Presales Solution Consultant to provide technical sales partnership and to provide customers within the Energy & Utilities industry with product and solution guidance. Aligned to one large Enterprise-level Account, the Solution Consultant will participate in the growth of the customer by utilising world‑class technical pre‑sales techniques to communicate the power, extensibility, and ease‑of‑use of the Service Now platform.

The Advisory Presales Solution Consultant is a pre‑sales technical consultant with advanced ability to develop, position and provide technology based solutions during sales cycles while achieving quarterly and annual sales goals for an assigned territory.

• Responsible for understanding business and technical problems encountered in the Energy & Utilities sector addressed by Service Now products including business transformation, operational efficiency, key regulations & resilience, evolving business needs, security, etc.
• Routine interaction with C‑Suite Executives.
• Interview customers both face to face and remotely to uncover their technology architecture and business needs.
• Partner with the sales teams in the customer account and strategy planning.
• Lead non‑technical discussions with your customers to help define objectives that Service Now can address and their business value.
• Sell the value of our solution, not just the features and functions of the products.
• Support and sometimes lead regional marketing events – user conferences, trade shows, webinars, etc.
• Demonstrations of the product, both standard and tailored to prospects and existing customers, both onsite and via video conference.
• Collaborate in the creation of product demo scripts and scenarios.
• Develop a deep understanding of the Service Now platform so you can be consultative and provide customers guidance and best practices in designing their solution.
• Respond to Request for Information/Proposal documents.
• Stay current on product developments/releases to a level required to brief customers on product roadmaps, deliver product demos and lead POV/POC cycles.
• Stay current on competitive analyses and understand differentiators between the company and its competitors.
• In conjunction with Sales Personnel and Professional Services, conduct transition briefings – communicate commitments, set expectations in preparation for deployment.
• Act as the Service Now subject matter expert at Executive briefings/marketing events.

To be successful in this role you have:

• Expertise (c. 5‑8 years) of enterprise software pre‑sales solution consulting or sales engineering experience.
• Deep experience working with and selling to Energy & Utilities organisations.
• Experience selling complex multi‑product or cross‑platform software solutions.
• Solution and/or process experience with one or more of the following is highly desirable: IT Service Management (ITSM), Project Portfolio Management (PPM), Dev Ops, Agile, HR Service Delivery (HRSD), Governance Risk and Compliance (GRC), Security Operations, IT Operations Management (ITOM) including Cloud Management, Event Management, Infrastructure Discovery/Mapping or any complementary technologies such as Generative AI.
• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision‑making, or problem‑solving.
• Ability to pull together complex virtual and matrix teams.
• Exhibits a degree of technical expertise and understanding, with the aptitude to learn new technology…