Advisory Solution Consultant - job 3 of 5

As an Advisory Solution Consultant at ServiceNow, you will play a pivotal role in driving sales by supporting the sales team with your technical expertise. You'll lead discovery workshops to understand customer challenges, provide detailed product demonstrations, and answer any technical questions from clients. Additionally, your insight will help inform product management about features that can enhance the customer experience, and you'll participate in marketing events to promote ServiceNow's innovative solutions.

To thrive as an Advisory Solution Consultant at ServiceNow, candidates should have more than seven years of pre-sales solution consulting or sales engineering experience. Proficiency in the ServiceNow platform or technical knowledge of cloud software solutions is essential. Additionally, successful candidates will be skilled in pipeline management and familiar with collaborating closely with product management and sales teams.

In the Advisory Solution Consultant role at ServiceNow, some travel may be necessary depending on customer engagement and the needs of the sales cycle. While specific travel frequency can vary, you should be prepared to travel as needed to lead workshops, engage with clients, and support marketing events.

At ServiceNow, ongoing development is a priority. As an Advisory Solution Consultant, you will have access to learning resources, best practice sessions with colleagues, and opportunities to participate in workshops and training programs that enhance your skills. ServiceNow fosters a culture of continuous learning, ensuring that team members stay current with the latest industry trends and technologies.

While having experience with the ServiceNow platform is a significant advantage and is preferred for the Advisory Solution Consultant position, ServiceNow values diverse backgrounds and experiences. Candidates with strong cloud software solution knowledge may still be considered if they demonstrate relevant transferable skills and willingness to learn the platform.

In leading a discovery workshop, it's crucial to create an open and engaging environment. Begin with clear objectives, encourage participant interaction, and actively listen to gather insights about customer challenges. By posing thoughtful questions and facilitating discussions, you can identify key pain points and effectively position ServiceNow solutions that address their needs.

Staying current involves dedicating time to ongoing education—reading industry publications, attending webinars, and participating in conferences. Networking with peers and engaging with ServiceNow resources, such as knowledge bases and customer forums, are also excellent ways to keep up to date with the latest product features and market developments.

Certainly! One successful sales cycle involved working closely with a major client to understand their workflow challenges. By leading thorough discovery sessions and demonstrating how our solutions could streamline their processes, we not only met but exceeded their expectations, leading to a significant deal closure and a long-term partnership.

When providing feedback to product management, it's essential to be specific and constructive. I typically gather data from client interactions and support teams, then compile insights into actionable suggestions. Holding regular review meetings and leveraging collaborative platforms to share feedback ensures that all perspectives are heard.

Determining the right product solutions requires a deep understanding of the client’s specific challenges and objectives. I take the time to listen during discovery sessions, utilize a consultative approach, and analyze their existing workflows. This data-driven process helps in proposing tailored solutions that provide real value.

One of my most valuable skills is my ability to build rapport with clients. Establishing trust and maintaining open communication encourages collaboration and makes clients more receptive to discussing their needs and challenges, ultimately leading to more successful solutions.

I once handled a challenging customer interaction where the client was frustrated with a product delay. I listened actively to their concerns, empathized with their situation, and communicated the steps we were taking to resolve the issue. By providing transparency and ongoing updates, I was able to rebuild trust and turn the situation around positively.

In a fast-paced environment, I prioritize tasks by assessing urgency and impact. I utilize digital management tools, set clear deadlines, and regularly review my workload to ensure that I focus on high-priority tasks while remaining flexible to adapt to new challenges as they arise.

One best practice I implemented was the use of process maps during customer presentations. This visual tool allowed clients to understand how our solutions would integrate into their existing workflows. By illustrating potential improvements, we could facilitate more informed discussions, thereby leading to stronger buy-in from stakeholders.

My approach to collaborating with sales teams is built on open communication and teamwork. Regular strategy alignment meetings help us stay synchronized, and I emphasize sharing feedback from customer interactions to inform our collective approach. This collaborative spirit fosters a stronger, unified front in engagements with clients.