Advisory Solution Consultant - State and Local

As an Advisory Solution Consultant at ServiceNow, your main responsibilities will include leading discovery workshops with clients, providing product demonstrations that align with customer needs, answering technical queries from customers and partners, and offering feedback for product improvements. You will also support marketing events and maintain a competitive analysis to ensure our solutions stand out in the market.

ServiceNow requires candidates for the Advisory Solution Consultant role to have at least 7 years of pre-sales solution consulting or sales engineering experience, specifically within the public sector. Additionally, proficiency with the ServiceNow platform or general expertise in cloud software solutions is crucial. Effective collaboration skills and territory management experience will significantly enhance your application.

In the role of Advisory Solution Consultant, you contribute to sales goals by acting as a technical and domain expert during the sales cycle. By developing and positioning product-specific solutions and collaborating closely with sales teams, you play a vital role in identifying customer challenges, thereby driving revenue and achieving quarterly and annual sales targets.

The work culture at ServiceNow emphasizes flexibility and trust, with opportunities for remote work being a key component. As an Advisory Solution Consultant, you will be part of a collaborative team where sharing best practices and building a diverse, inclusive environment is encouraged. The company values unique experiences that enrich the team’s perspective and capability.

While specific industry experience in public sector sales is beneficial, ServiceNow encourages all qualified candidates to apply, even if their career paths have been non-traditional. The company believes in fostering an inclusive environment where diverse experiences can contribute to team success.

When answering this question, highlight specific projects where you utilized the ServiceNow platform, emphasizing your role in understanding client requirements, implementing solutions, and any positive outcomes that stemmed from your contributions.

Discuss your methodical approach to conducting discovery workshops, focusing on how you assess client needs, ask insightful questions, and foster an open dialogue to accurately identify challenges and opportunities for ServiceNow solutions.

Use the STAR technique (Situation, Task, Action, Result) to detail a specific example where you effectively crafted a solution that led to a successful sale. Emphasize your analytical skills and creativity in aligning the solution with customer needs.

Share your personal strategies for staying informed, such as following industry publications, participating in relevant webinars, engaging with professional networks, and how this knowledge has empowered your approach in previous roles.

Illustrate the importance of collaboration by giving examples of how you work with sales, product management, and marketing teams to deliver unified solutions. Highlight instances where collaborative efforts led to significant results.

Detail your experiences with pipeline building and execution excellence, especially how you prioritize leads and manage relationships. Providing metrics or results from previous territories you've managed can strengthen your response.

Explain your perspective on rejection as a natural part of sales and outline strategies you employ to learn from these experiences and apply lessons that refine your approach in the future.

Demonstrate your understanding of the unique challenges faced by public sector clients and how you have successfully addressed them in previous roles. Focus on your ability to navigate regulatory environments and client expectations.

Express your enthusiasm for ServiceNow's innovative technology and your commitment to helping organizations optimize their operations. Discuss how the capabilities of the platform inspire you to create valuable solutions.

Share your approach to collecting and presenting feedback to product management, such as using data-driven insights and customer feedback to advocate for enhancements that could elevate the service experience.