Senior Director, Specialist Solution Consulting - US Public Sector

Company Description
It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today - ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.
Job Description
The Senior Director of Specialist Solution Consulting, US Public Sector, is a critical leadership role providing strategic direction and operational excellence for our technical pre-sales teams serving Federal, State and Local Government, and Higher Education customers. This leader will oversee solution consulting efforts across ServiceNow's core platform workflows including Technology Workflows, Core Business Services, Risk & Security, and Platform, Data & Analytics. This role is focused on enabling our Public Sector customers to make informed technical solution decisions that position ServiceNow as their vendor of choice.
This role will report directly to the VP of Public Sector Solutions and will serve as the technical pre-sales counterpart to the AVP of Solution Sales for US Public Sector. As a second-line leader, this individual will play a pivotal role in driving revenue growth by building technical excellence, accelerating multi-workflow solution adoption, and creating scale across our product portfolio in coordination with our sales teams.
Key Outcomes for the New Leader

• Build a world-class, high-performing Solution Consulting team recognized as a talent destination within ServiceNow and the broader Public Sector marketplace
• Lead technical teams who drive solution decisions with customers, positioning ServiceNow as the vendor of choice through superior technical expertise and customer engagement
• Develop cross-platform solution selling as a standard practice within the broader Public Sector sales organization, improving multi-workflow deal construction and execution
• Drive each workflow to achieve independent quota targets while fostering collaboration across product lines to meet overall sales objectives
• Create innovative technical engagement models to construct large, strategic deals that improve year-on-year growth of the business
• Establish strong partnerships with Americas workflow-specific Solution Consulting leaders, product teams, and the broader ServiceNow ecosystem
• Collaborate closely with matrixed Public Sector organizations (CEG, Partners, Core Sales & SC teams, Architecture, Support) to ensure customers rapidly realize value from their investment in the ServiceNow platform

Core Responsibilities
Strategic Leadership & Vision

• Establish vision, priorities, and goals for the US Public Sector Specialist SC organization in partnership with the VP of Public Sector Solutions and Americas workflow SC leaders
• Define and implement a comprehensive technical pre-sales strategy that aligns to Federal, State and Local Government, and Higher Education customer needs and buying patterns
• Develop long-term coverage plans and resource alignment strategies to maximize opportunity capture across products, agencies, and customer personas

Sales Partnership & Revenue Execution

• Partner closely with the AVP of Solution Sales and Core sales teams to develop account and business strategies for the US Public Sector
• Support business selling motions through executive-level technical presentations, complex problem resolution, strategic relationship development, and coordination of resources for top prospects
• Participate in regular territory reviews with sales leadership, maintaining detailed understanding of the technical requirements and competitive dynamics of top deals in the region
• Drive quota-carrying accountability for the SC organization, ensuring each workflow achieves its independent targets while supporting balanced portfolio growth

Team Leadership & Development

• Lead recruitment efforts to attract, hire, and onboard top technical pre-sales talent, building specialized expertise across core workflow areas
• Coach and develop managers and individual contributors through regular performance reviews, career development planning, and professional growth opportunities
• Create an organizational culture that motivates, develops, and retains exceptional Solution Consultants, making this organization THE destination for pre-sales professionals in Public Sector

Customer & Partner Engagement

• Serve as executive sponsor for strategic customer engagements, providing technical thought leadership to senior government executives on business and digital transformation
• Engage with senior leaders across the Federal partner ecosystem to drive market share and accelerate value realization for Public Sector customers
• Coordinate resolution of complex technical and business challenges, leveraging internal ServiceNow resources and external partners effectively
• Represent ServiceNow's technical capabilities to press, analysts, and at industry events-articulating value propositions from product releases to overall platform strategy

Operational Excellence

• Establish effective working rhythms and collaboration models across the matrixed teams supporting Public Sector customers and core platform workflows
• Develop and implement training plans that build deep technical expertise across workflow areas and government-specific requirements
• Maintain current knowledge of corporate direction, industry trends, and Public Sector technology landscape to inform team strategy and positioning

Qualifications
To be successful in this role, you must have:
Leadership Experience

• Proven experience leading technical pre-sales or solution consulting organizations, with a track record of building high-performing teams recognized for their culture and results
• Experience managing other managers in a complex, matrixed organization with demonstrated ability to drive successful outcomes through influence
• Understanding of standard approaches to coaching, mentoring, and management of individual contributors and managers at scale
• Strong track record of recruiting, developing, and retaining high-performing, high-potential technical talent through effective assessing, selecting, onboarding, and coaching
• Experience managing growing teams across different geographical locations

Public Sector & Sales Expertise

• Experience working in US Public Sector markets (Federal, State and Local Government, or Higher Education)
• Deep understanding of government buying patterns, procurement processes, and the unique requirements of Public Sector customers
• Experience in Value-Based Selling or Solution Selling methodologies
• Demonstrated ability to partner with sales leadership to develop winning account strategies and execute complex deal cycles
• Experience supporting quota-carrying objectives and driving revenue achievement through technical excellence

Technical & Domain Knowledge

• Thorough understanding of the SaaS market space, PaaS-based solutions, and enterprise software delivery models
• Experience with ServiceNow platform and one or more workflow areas is strongly preferred
• Understanding of FedRAMP/StateRAMP and DoD Impact Level Accreditations, and the cloud software landscape within government markets is preferred
• Ability to provide technical thought leadership and speak credibly about enterprise technology trends, architectures, and best practices

Personal Attributes

• Ability to motivate and inspire a growing team of leading pre-sales Solution Consultants
• Optimistic attitude, competitive spirit, strong work ethic, and humility
• Excellent team builder with superior verbal and written communication skills
• Demonstrated ability to work across organizational lines to get things done rapidly and meet market needs
• Experience working in fast-growing environments with understanding of different cultural and working styles
• Willingness and ability to travel up to 50% of the time

Preferred Qualifications

• A TS or TS/SCI government security clearance is preferred but not required for this role
• Previous experience leading solution consulting teams within ServiceNow or similar enterprise SaaS platforms

Prior Experience as a second line leader in a pre-sales capacity
For positions in this location, we offer a base pay of $221,850 - $366,075, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.
Additional Information
Work Personas
We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here . To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.
Equal Opportunity Employer
ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.
Accommodations
We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [email protected] for assistance.
Export Control Regulations
For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.
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