Advisory Solution Consultant, FSI

As an Advisory Solution Consultant at ServiceNow, your primary responsibilities include supporting product sales as a technical and domain expert, leading discovery workshops, answering technical questions from customers, and providing feedback to product management. You will play a pivotal role in aligning our solutions with customer needs, ensuring satisfaction and driving results.

To excel as an Advisory Solution Consultant at ServiceNow, you should have over 7 years of pre-sales solution consulting or sales engineering experience, proficiency in the ServiceNow platform or cloud software solutions, and strong collaboration skills with various stakeholders. A commitment to customer success and the ability to manage territory effectively are also essential for this role.

The Advisory Solution Consultant serves as a technical expert during sales cycles, providing in-depth product knowledge and guidance. By leading workshops and demonstrations, you help potential clients understand how ServiceNow solutions meet their challenges, ultimately driving revenue growth and achieving sales goals.

Success in the Advisory Solution Consultant role at ServiceNow requires a combination of technical expertise, strong communication, and interpersonal skills. You’ll need to clearly articulate product features and benefits while also understanding client challenges to provide tailored solutions. Additionally, pipeline building and functioning collaboratively with sales and product management are crucial skills.

ServiceNow fosters an inclusive and ambitious work culture that values diverse backgrounds and encourages innovation. As an Advisory Solution Consultant, you’ll work alongside a talented team, sharing best practices and supporting each other's growth while striving toward common goals. The emphasis on flexibility and work-life balance makes it a great place to thrive.

When discussing your experience with the ServiceNow platform, share specific projects or implementations you have worked on. Highlight your familiarity with various modules, your role in these projects, and how you contributed to client success by leveraging the platform's capabilities.

In leading discovery workshops, it's important to create an engaging environment. Focus on asking open-ended questions to understand clients' challenges deeply. Discuss how you've facilitated previous workshops, what techniques you used to ensure participation, and how you effectively documented the findings.

When overcoming client objections, provide a structured response. Describe the objection, your approach to addressing it – whether through educating the client, presenting data, or demonstrating value – and the outcome. Emphasize your ability to listen and adapt to client needs.

Discuss specific strategies for pipeline building, such as qualifying leads through market analysis or leveraging existing relationships. Describe how you prioritize leads, work alongside sales teams, and measure your progress to ensure execution excellence in managing your territory.

Staying informed is key in a fast-evolving industry. Discuss your methods for keeping up with trends, such as regular reading of industry reports, participating in professional networks, attending webinars, and following thought leaders in the tech space.

Effective product demonstrations require understanding of client needs and customization. Share your approach by discussing how you prepare for demos, tailor content based on client requirements, and engage the audience for feedback during the presentation.

Highlight a successful project by outlining your role, the challenges you faced, the solutions you implemented, and the results achieved. Use metrics wherever possible to quantify the success and demonstrate your impact on the project's outcome.

Collaboration is crucial for success. Describe practices you implement to foster teamwork, such as regular brainstorming sessions, sharing resources and feedback, and facilitating open communication. Share examples of collaborative success in previous roles.

Discuss your intrinsic motivation for achieving sales goals, whether it's the satisfaction of helping clients succeed, personal goal-setting, or the desire to contribute to your team's success. Share specific examples of how your motivation has driven your performance.

Handling fast-paced environments requires a strong focus and prioritization. Explain your methods for maintaining composure under pressure, staying organized, and effectively managing your time. Provide an example illustrating this skill in action.