Advisory Solution Consultant - Identity & Security

About the Role

The Identity & Security team at ServiceNow operates in a fast-paced, growth-stage environment that values ownership, initiative, and adaptability. Solution Consultants who thrive in autonomous settings and are energized by building something new will find this role particularly appealing. Moreover, this position is at the forefront of building ServiceNow's Identity & Security GTM, offering the chance to drive impact, establish best practices, and help define the standards of excellence as the business scales.

ServiceNow's commitment to innovation and customer satisfaction creates a dynamic work environment where no two days are the same. As an Advisory Solution Consultant, one can expect to be challenged by a variety of customer engagements, each with its unique set of identity and security challenges. This role not only necessitates a deep understanding of identity governance, access management, and risk reduction but also the ability to articulate how these solutions integrate into broader enterprise workflows and platforms.

What You Will Do

• Partner with Sales to lead discovery, solution design, and technical validation for Identity & Security use cases, ensuring alignment with customer priorities and success criteria.
• Engage with customer security, identity, IT, and risk stakeholders to understand requirements, challenges, and define solution narratives that resonate with their business needs.
• Design and position solutions that address identity governance, access control, risk reduction, and security automation, demonstrating a clear understanding of how these capabilities integrate into the customer's existing infrastructure.
• Deliver compelling, value-based demonstrations tailored to customer security and identity priorities, showcasing the technical and business value of ServiceNow's Identity & Security solutions.
• Articulate how identity and security capabilities translate into business outcomes such as reduced risk, improved compliance, and operational efficiency, supporting executive-level conversations and framing security and identity initiatives in terms of business impact and resilience.
• Support complex sales cycles from early discovery through close, ensuring technical accuracy and customer alignment, and identifying and mitigating technical or solution-related risks during the sales process.
• Collaborate with internal teams, including Product, Enablement, and Marketing, to ensure solutions are feasible, scalable, and aligned to product capabilities, providing feedback from the field to inform product development and go-to-market strategies.
• Stay current on identity, security, and regulatory trends to inform customer conversations, sharing field insights and best practices with peers and leadership to enhance the overall effectiveness of the Solution Consulting team.
• Participate in a sales-driven, high-accountability culture centered on continuous skill development in a rapidly evolving security market, contributing to the growth and success of ServiceNow's Identity & Security business.

What We Are Looking For

• 5+ years of experience in Solution Consulting, Sales Engineering, Pre-Sales, or a related technical role, with a proven track record of strong performance in prior roles, including consistent contribution to technical wins and deal outcomes.
• Deep domain knowledge in identity and security, including identity governance, access management, and risk, with the ability to quickly learn new technologies and demonstrate their capabilities in the context of customer business challenges.
• Genuinely curious and proactive in adopting AI and emerging sales support technologies to enhance customer engagements, solution design, and deal execution.
• Strong understanding of enterprise-level complex sales cycles and the ability to communicate effectively with both technical and business stakeholders.
• Experience supporting enterprise-level sales cycles, with a strong presentation and storytelling skills, able to paint the art of the possible and align solutions to customer priorities.
• Willingness to travel as required to support customer engagements and sales activities.

Nice to Have

• Experience with cloud-based identity and security solutions and platforms.
• Familiarity with ServiceNow's suite of products and solutions.
• Certification in information security or a related field, such as CISSP, CISM, or CEH.
• Strong network of contacts within the identity and security industry, with a deep understanding of market trends and competitor solutions.

Benefits and Perks

• Competitive salary and bonus structure, with a comprehensive benefits package that includes health insurance, retirement plan, and paid time off.
• Opportunities for professional growth and development, including training and certification programs in identity and security.
• Collaborative and dynamic work environment with a team of experienced professionals who are passionate about identity and security.
• Flexible work arrangements, including remote work options, to support work-life balance and productivity.
• Access to the latest technologies and tools in the identity and security space, with a budget for professional development and conferences.
• Recognition and reward programs for outstanding performance and contributions to the team and company.
• A culture that values diversity, equity, and inclusion, with a commitment to creating a workplace where everyone can thrive.

• Develop a deep understanding of ServiceNow's Identity & Security solutions and their application in real-world scenarios to stand out in your application and interviews.
• Showcase your ability to communicate complex technical concepts to both technical and non-technical stakeholders, highlighting your presentation and storytelling skills.
• Build a portfolio of your work, including case studies or testimonials from previous clients or employers, to demonstrate your impact and value as a solution consultant.
• Prepare to discuss your experience with identity governance, access management, and risk reduction, and how you've applied these skills in previous roles to drive business outcomes.
• Research ServiceNow's culture and values, and be ready to explain how your own values and approach to work align with theirs, demonstrating your enthusiasm for the company and role.
• During salary negotiations, consider not just the base salary but also the overall compensation package, including benefits, equity, and professional development opportunities.
• Look for red flags such as unclear expectations, lack of resources, or unrealistic targets, and be prepared to ask questions about the team's dynamics, the manager's style, and the company's support for professional growth and well-being.