Advisory Solution Consultant - Customer Industry Workflows - job 2 of 5

To qualify for the Advisory Solution Consultant - Customer Industry Workflows role at ServiceNow, you'll need over 7 years of experience in pre-sales solution consulting or sales engineering, along with industry-specific knowledge, especially in Manufacturing, Technology, or Telecommunications. Proficiency in the ServiceNow platform or similar enterprise cloud solutions is a plus. Additionally, understand how to integrate AI into work processes will set you apart!

As an Advisory Solution Consultant at ServiceNow, you'll be responsible for developing industry-specific solutions during sales cycles, leading discovery workshops, and providing tailored product demonstrations. Your role will also include building strong client relationships, guiding top account programs, and collaborating with product management to strategically influence the product roadmap.

A successful Advisory Solution Consultant at ServiceNow demonstrates a deep understanding of enterprise applications, excels in territory management, and possesses the capability to build effective pipelines for sales execution. Additionally, strong communication and collaboration skills are essential, as you’ll be working closely with both clients and internal teams to drive results.

Yes! The Advisory Solution Consultant - Customer Industry Workflows position at ServiceNow is remote, allowing you to collaborate and connect with clients from the comfort of your home while still engaging in meaningful interactions and travel as needed.

At ServiceNow, we offer a comprehensive benefits package for the Advisory Solution Consultant role, which includes competitive base pay, equity options, health plans, a 401(k) plan with company match, and flexible leave programs. We value work-life balance and strive to create an inclusive environment for all employees.

To tailor solutions effectively, I start by conducting thorough discovery sessions to understand each customer's unique requirements and challenges. By leveraging insights from these sessions, I can customize product demonstrations and recommendations that align with the specific context of their industry, ensuring relevance and value.

In my previous roles, I focused on identifying areas where AI could streamline operations and enhance decision-making. For instance, I implemented AI-driven analytics tools to improve workflow efficiency, thereby enabling clients to leverage data insights effectively to address their business needs.

In my last position, I exceeded my sales target by 20% within one quarter by intensifying focus on nurturing relationships with key clients and refining presentations to highlight ROI. By closely aligning solutions with their needs, we were able to close a significant deal that drove mutual success.

Building relationships with clients involves consistent communication, showcasing genuine interest in their business objectives, and delivering on promises. I prioritize understanding their challenges and demonstrate how our solutions can effectively address them, paving the way for long-term partnerships.

Approaching a new territory involves a mix of market research and networking. I would identify key players in the market, familiarize myself with the regional needs, and engage with local industry events to introduce our solutions while simultaneously building connections with potential clients.

I consistently follow industry publications, participate in webinars, and attend relevant conferences. Connecting with peers on professional networks also allows me to exchange insights and stay updated on innovations that could benefit our clients and inform my consulting strategies.

Collaboration is fundamental in a sales engineering role. Working closely with product management and marketing teams ensures that I have the most current product knowledge, enabling me to provide accurate insights and tailored solutions that resonate with clients' needs and goals.

I am excited about the opportunity to work with ServiceNow because of its commitment to innovation and excellence in technology. The company's vision aligns with my passion for helping organizations achieve operational success through advanced solutions, and I believe I can contribute meaningfully to its mission.

Handling objections involves active listening and empathizing with the customer's concerns. I address their issues thoroughly, provide evidence-backed explanations of our solutions, and focus on creating a dialogue that reassures them about the value and benefits we offer for their unique situation.

Preparation for a discovery workshop involves researching the client's industry, understanding their goals, and preparing questions that will guide discussions. I would also tailor presenting materials to ensure we effectively demonstrate how our solutions align with their needs and expected outcomes.