Advisory Solution Consultant - Federal Government

As an Advisory Solution Consultant at ServiceNow, you will support a Sales Account Executive by providing technical expertise in the Federal Government sector. Your responsibilities will include leading discovery workshops to understand client challenges, giving product demonstrations, answering technical questions, and collaborating with product management for enhancements based on customer feedback.

To qualify for the Advisory Solution Consultant position at ServiceNow, candidates should have at least 7 years of experience in pre-sales solution consulting or sales engineering. A strong proficiency with the ServiceNow platform or similar cloud software solutions is essential. Additionally, experience in territory management and collaborating with cross-functional teams is crucial.

ServiceNow values inclusivity and welcomes candidates from diverse backgrounds for the Advisory Solution Consultant role. We believe unique experiences enrich our team and encourage applicants from non-traditional paths to apply, as we strive to create a dynamic and innovative work environment.

During the onboarding process for the Advisory Solution Consultant position at ServiceNow, you can expect a comprehensive introduction to our products, culture, and team dynamics. You’ll receive training on the ServiceNow platform and gain insights into our sales processes, enabling you to contribute effectively from day one.

Yes, the Advisory Solution Consultant role at ServiceNow may require travel as necessary. This is essential for engaging with clients, conducting workshops, participating in conferences, and achieving your sales goals within the assigned territory.

To lead discovery workshops effectively, I begin by thoroughly understanding the client's needs and challenges. I ask open-ended questions to encourage discussion, actively listen to their responses, and use this information to tailor our solutions. Demonstrating empathy and being solution-oriented helps build trust.

My experience with the ServiceNow platform includes implementing various modules such as IT Service Management and HR Service Delivery. I'm well-versed in its functionalities and how it can be leveraged to solve complex client problems. Providing impactful demonstrations and articulating product benefits has been a key part of my role.

I approach technical questions by ensuring I have a deep understanding of the product and its capabilities. I stay updated on common issues and solutions and am prepared to provide clear, concise answers, supplemented by relevant examples or case studies to instill confidence in our solutions.

Managing a sales territory effectively requires strategic planning and execution. I regularly analyze my pipeline to identify opportunities, prioritize leads based on potential value, and adapt my approach based on client feedback. Building relationships and maintaining regular communication with clients helps foster trust and drive sales.

To remain compliant with federal regulations, I continually educate myself on the relevant laws and guidelines that affect our solutions. I collaborate closely with our legal and compliance teams to ensure that all resources and consultations adhere to applicable regulations, maintaining transparency and accountability.

Staying current on competitive analysis involves regular research, attending industry events, and engaging with peers. I keep an eye on industry publications and study competitor offerings to understand their strengths and weaknesses, allowing me to better position ServiceNow’s unique value to government clients.

Effectively demonstrating an IT solution to government clients involved personalized presentations that align our features with their specific challenges. I focus on practical use cases and success stories that showcase benefits relevant to them, ensuring that my demonstration highlights ease of use, efficiency, and compliance.

My strategy for addressing objections is to listen carefully and understand the client's concerns fully. I then provide informed responses that clarify misconceptions and reinforce the benefits of our solution, drawing parallels to similar clients we’ve successfully addressed issues for to build credibility.

I believe in fostering open communication and sharing knowledge with my team. I actively participate in brainstorming sessions to bring new ideas, and I’m always willing to lend a hand when a colleague needs assistance—whether through sharing best practices or providing constructive feedback on solutions.

To track and report on my sales performance, I utilize CRM tools to monitor my pipeline, set key performance indicators, and regularly review my progress against targets. I document insights learned from each engagement, which helps me refine my strategies and share valuable tips with my team.