Advisory Presales Solution Consultant - Risk & SecOps

Job description

As a member of our Risk & Security Solution Consulting team, you will have a major impact on our future success by supporting the Risk & Security Solution Sales Team in driving net new business. You will guide revenue for our risk products with the support and partnership of Sales, Product Management, and the executive team. This is a hands-on technical consultant who can go wide and deep on solution delivery and solution positioning, as well as the risk domain itself, during sales cycles.

What you get to do in this role

The Solution Consultant is a technical consultant with the advanced ability to develop, position and provide product-specific advisory support during sales cycles while achieving quarterly and annual sales goals for an assigned territory.

In particular you will:

• Support solution sales as a technical and domain expert of a client-facing sales team Lead discovery workshops to determine customers' challenges and give product demonstrations to align our solution with customer needs
• Understand customer challenges and goals and map this back to solution capabilities
• Answer product feature and technical questions from customers, channel partners and ServiceNow colleagues
• Act as the domain SME across the core areas of risk (including but not limited to Risk Management, Internal Controls, Regulatory Compliance, Policy Management, Cyber Risk, TPRM, BCM, Operational Resilience, Privacy and ESG)
• Provide feedback to product management about product enhancements that can address customer needs and provide additional value
• Share and learn best practices and re-usable assets with other Solution Consultants to enhance the quality and efficiency of the team Identify, build-out and deliver cross product sales opportunities (solutions that cover multiple different ServiceNow solutions) that map to customer challenges and industry needs
• Stay current on competitive analysis, trending regulatory and risk developments and broader market differentiation Support/speak at marketing events including executive briefings, conferences, user groups, and trade shows

Qualifications

To be successful in this role you should have: Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI’s potential impact on the function or industry. Proven (c. 6-10 years) pre-sales solution consulting or sales engineering experience with specific demonstrable knowledge of GRC and

SecOps topics and solutions Deep domain expertise in GRC, Information Security, Security Operations, AI Governance, Third Party Risk Management, or Operational Resilience - including understanding of regulatory compliance frameworks and their technology implications Executive presence and business acumen to operate as a peer with C-suite buyers, navigating complex organizational dynamics and building trusted relationships without requiring support

Self-starter mentality with demonstrated ability to operate autonomously, drive outcomes independently, and take full ownership of business results Technical fluency to conduct early stage product demonstrations, understand API/integration patterns, and articulate how Risk & Security workflows integrate within the broader ServiceNow platform and ecosystem tools (SIEM, GRC, TPRM platforms Proficiency with the

ServiceNow platform or technical experience with cloud software solutions Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving.

Experience working collaboratively with product management, product marketing, partners, and professional services Proven soft skills relating to effective presentation of content, working collaboratively in a team or partnership and personal drive to improve current skillsets or expand into new areas Territory management skills, including pipeline building and working with Sales counterpart to guide execution excellence The ability to travel, as necessary with offices in Munich, Frankfurt, Berlin, Hamburg and Dusseldorf Fluency in English and German essential