What success looks like in this role:
This role is responsible for shaping solutions, leading client engagements, and supporting the sales cycle through technical expertise, innovation, and proactive sales activities across the ServiceNow and Freshworks platforms.
- Collaborate closely with SE, CE, CDE & CTO organisations to develop and execute account strategies.
- Identify, qualify, and nurture new business opportunities within existing and prospective clients.
- Create pursuit kits to support sales engagements and drive pipeline growth.
- Develop and deliver repeatable Proof of Value (PoV) engagements and compelling product demonstrations tailored to client needs.
- Design and implement accelerators to demonstrate value and innovation across the ServiceNow, Freshworks and EasyVista platforms.
- Create migration playbooks, focusing on transitions from platforms such as ServiceNow, BMC Helix, and Cherwell.
- Own and complete RFP responses, ensuring alignment with client requirements and sales objectives.
- Draft Statements of Work (SOWs) for client projects.
- Lead client-facing elements of projects, including technical workshops, solution shaping, and pricing.
- Actively participate in marketing events, webinars, and industry forums to promote Unisys ESM solutions and generate leads.
- Build and maintain strong client relationships at multiple organisational levels, acting as a trusted advisor.
- Provide feedback to product and marketing teams based on client and market insights.
- Oversee project execution by the ESS delivery organisation.
#LI-ND1
You will be successful in this role if you have:
Required Skills & Experience
- Strong technical understanding of the ServiceNow platform.
- Proven track record in pre-sales, solution architecture, and business development roles.
- Ability to create technical assets such as PoVs, accelerators, and migration playbooks.
- Excellent communication, presentation, and client engagement skills.
- Experience with ITSM platforms including Freshworks, BMC Helix, and Cherwell.
- Ability to articulate business value and ROI of ESM solutions to both technical and non-technical stakeholders.
- Experience building and maintaining strong client relationships.
- Familiarity with sales methodologies (e.g., MEDDIC, Challenger, Solution Selling).
- Ability to lead workshops and shape solutions collaboratively with clients.
Key Performance Indicators (KPIs)
- Influenced and sourced Total Contract Value (TCV).
- Win performance and conversion rate of PoV projects to fully scoped and funded engagements.
- Pipeline generation and qualification targets.
- Number of client meetings, demos, and workshops delivered.
- Contribution to upsell/cross-sell opportunities and customer retention rates.
- Client satisfaction scores related to pre-sales engagements.
Preferred Qualifications
- Essential:
- ServiceNow certifications - CSA, CIS, and CTA.
- Desirable:
- ServiceNow CMA.
- BMC Helix ITSM Implementation Specialist.
- BMC Certified Expert / Architect.
- Experience with other ITSM platforms (BMC, Freshworks, Cherwell, EasyVista).
- Minimum 8 Years Prior experience in consulting or professional services environments.
Unisys is proud to be an equal opportunity employer that considers all qualified applicants without regard to age, blood type, caste, citizenship, color, disability, family medical history, family status, ethnicity, gender, gender expression, gender identity, genetic information, marital status, national origin, parental status, pregnancy, race, religion, sex, sexual orientation, transgender status, veteran status or any other category protected by law.
Local employment practices and rights may vary by jurisdiction and are subject to applicable local laws. This commitment includes our efforts to provide for all those who seek to express interest in employment the opportunity to participate without barriers.
If you are a US job seeker unable to review the job opportunities herein, or cannot otherwise complete your expression of interest, without additional assistance and would like to discuss a request for reasonable accommodation, please contact our Global Recruiting organization at [email protected]. US job seekers can find more information about Unisys’ EEO commitment here.
Skills Required
- Strong technical understanding of the ServiceNow platform
- Proven experience in presales, solution architecture, and business development roles
- Ability to create technical assets, including Proof of Value engagements, accelerators, and migration playbooks
- Excellent communication, presentation, and client engagement skills
- Experience with ITSM platforms including Freshworks, BMC Helix, and Cherwell
- Ability to articulate business value and ROI of ESM solutions to technical and non-technical stakeholders
- Experience building and maintaining strong client relationships
- Familiarity with sales methodologies such as MEDDIC, Challenger, or Solution Selling
- Ability to lead workshops and collaboratively shape solutions with clients
- ServiceNow CSA, CIS, and CTA certifications
- ServiceNow CMA certification
- BMC Helix ITSM Implementation Specialist certification
- BMC Certified Expert or Architect certification
- Experience with other ITSM platforms, including BMC, Freshworks, Cherwell, or EasyVista
- Minimum 8 years of prior experience in consulting or professional services environments
Unisys Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Unisys and has not been reviewed or approved by Unisys.
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Fair & Transparent Compensation — Fair & Transparent Compensation: Compensation terms at hire are often presented clearly and upfront, creating a straightforward “take it or leave it” expectation. Pay outcomes are also described as variable by role and geography, with some pockets viewed as satisfactory or above average.
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Retirement Support — Retirement Support: A 401(k) plan with an employer match is commonly described as part of the core package. The match is often characterized as a meaningful component of total rewards relative to other benefits.
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Healthcare Strength — Healthcare Strength: Core medical, dental, and vision coverage is described as available and broadly in line with a large IT-services employer. The underlying carrier network is sometimes viewed as solid even when cost concerns exist.
Unisys Insights
What We Do
Unisys is a global information technology company that builds high-performance, security-centric solutions for the most demanding businesses and governments on Earth. Unisys offerings include security software and services; digital transformation and workplace services; industry applications and services; and innovative software operating environments for high-intensity enterprise computing. We build better outcomes securely for our clients across the Government, Financial Services and Commercial
