Advisory Solution Consultant - Customer Industry Workflows - job 1 of 2

As an Advisory Solution Consultant at ServiceNow, your key responsibilities will include developing tailored solutions for clients, leading discovery workshops to understand customer challenges, and delivering compelling product demonstrations. You'll also build strong relationships with clients and provide valuable feedback to product management. Your role will require a blend of technical knowledge and industry experience to drive successful sales outcomes.

To be successful as an Advisory Solution Consultant at ServiceNow, you should have at least 7 years of pre-sales solution consulting or sales engineering experience, ideally within enterprise applications. Proficiency with the ServiceNow platform or other enterprise cloud software is crucial. Furthermore, having experience with AI integration in workflows and collaborating with cross-functional teams will give you an edge.

ServiceNow empowers its Advisory Solution Consultants through robust training programs, access to the latest product innovations, and collaboration opportunities with sales and marketing teams. As industry experts, you will receive ongoing support to enhance your technical skills and solution positioning to ensure you can effectively address client needs and achieve your sales objectives.

Travel may be required periodically for the Advisory Solution Consultant role at ServiceNow, particularly to attend client meetings, workshops, and industry events. However, the primary nature of the role is remote, allowing flexibility in managing client relationships without extensive travel requirements.

Absolutely! ServiceNow values inclusivity and encourages candidates from diverse backgrounds to apply for the Advisory Solution Consultant position. Unique perspectives and experiences enrich our team culture and drive innovation. We firmly believe that diversity leads to better outcomes and a more vibrant workplace.

Integrating AI into workflows involves understanding how AI tools can automate processes, enhance decision-making, and drive efficiency. Prepare to showcase specific instances where you've utilized AI in previous roles, highlighting its impact on productivity and problem-solving.

To effectively understand customer needs, I utilize active listening and open-ended questions during workshops. It's essential to create a comfortable environment for clients to share their challenges and expectations, which allows me to tailor solutions that directly address their unique requirements.

Staying informed about competitive products involves regular research, attending industry conferences, and networking with peers. I also engage in continuous learning through webinars and training sessions to ensure my knowledge is current, allowing me to effectively differentiate our solutions.

Successful client relationships are built on trust and transparency. I once worked with a major client where I invested time in understanding their challenges and objectives, consistently following up to provide progress updates. This proactive approach fostered a strong partnership, leading to increased sales and client satisfaction.

Collaboration is vital in the Advisory Solution Consultant role, as it ensures that all team members—whether in sales, product management, or marketing—are aligned towards common goals. By working collaboratively, we can enhance our offerings and provide clients with solutions that truly meet their needs.

In product demonstrations, showcasing real-life scenarios that address specific client pain points is key. I focus on the value proposition of our solutions, illustrating how they can lead to efficiencies and improved outcomes, which resonates with the client's goals.

One of the most significant challenges is adapting to diverse industry needs while remaining technically proficient and persuasive. Balancing technical discussions with business language to engage stakeholders is essential, but challenging, especially in cross-industry scenarios.

Effective pipeline management requires routine evaluation and prioritization based on potential impact and timeline. I utilize CRM tools to monitor opportunities, ensuring I invest appropriate time in high-value prospects while maintaining awareness of other opportunities to foster eventual conversion.

In my previous role, I gathered customer insights regarding product gaps during solution discussions. I compiled these insights and presented them during product management meetings, leading to actionable changes that improved user experience and directly influenced the product roadmap.

I'm deeply motivated by the success of my clients and the transformative potential of our solutions. Seeing clients achieve their objectives and knowing I played a role in that success drives my passion to excel in the Advisory Solution Consultant position.