Advisory Solution Consultant

Job DescriptionOverview: 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.QualificationsRequired Qualifications:5+ years of experience in Solution Consulting, Sales Engineering, Pre-Sales, or a related technical roleTrack 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 riskAbility to quickly learn new technologies, demonstrate their capabilities, and connect them to impactful customer business challenges.Experience supporting enterprise-level complex sales cyclesAbility to communicate effectively with both technical and business stakeholdersStrong presentation and storytelling skills — able to paint the art of the possible and align solutions to customer priorities.Willingness to travel as required (typically 25–50%)Preferred Qualifications:Experience with Identity & Access Management (IAM), Identity Governance & Administration (IGA), or Security Operations platformsBackground in enterprise SaaS or platform-based solutionsFamiliarity with compliance and regulatory considerations impacting identity and security programsWhat Success Looks Like:Become productive quickly and add immediate value to active pursuitsDeliver high-quality POCs and demos that advance pipeline and build customer confidenceBuild trusted-advisor relationships with Sales partners and customers through technical expertiseDemonstrate strong technical credibility and consistent execution across opportunitiesContribute to measurable improvement in win rates and deal quality FD21Additional InformationWork PersonasWe 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 EmployerServiceNow 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. AccommodationsWe 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 globaltalentss@servicenow.com for assistance. Export Control RegulationsFor 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. From Fortune. ©2025 Fortune Media IP Limited. All rights reserved. Used under license.