Pre-Sales Solution Architect

Vor 5 Tagen


Lausanne, Waadt, Schweiz ServiceNow Vollzeit
Job Description

This Solution Architect is a functional and technical expert, consulting with customers on implementing ServiceNow solutions based on leading practices, with the goal of accelerating adoption and driving customer business outcomes. The role requires the person to be focused on solving customer challenges by providing leadership and support during sales cycles, on direct engagements with our customers and partners, and advocating for customer needs within ServiceNow (e.g., Product Management, Leading Practices, Training & Certification).

The Solution Architect brings architectural guidance, deep business acumen, along with product expertise, innovation, and knowledge capital to our customers and partners. This role requires a broad understanding of the ServiceNow platform, and ideally depth in understanding a complete Workflow of products (e.g. Technology Workflow) to allow the creation of multi-product solutions that integrate with the customer's enterprise architecture.

The Solution Architect will:

  • Understand the client's overall business to ensure the successful implementation of ServiceNow products and technologies.
  • Work with ServiceNow Sales, Solution Consulting, ACE partners, ServiceNow Services Account Executives (SAEs) and others to qualify, manage and close Expert Services opportunities.
  • Work on the largest digital transformation opportunities with our most strategic customers engaging with C-Levels roles not only within IT but also various business functions. 
  • Engage a team of ServiceNow and channel partner resources and support sales cycles as required to both grow overall wallet share and cross-sell.
  • Act as an authority on ServiceNow Expert Services project methodology and best practices, demonstrating the ability to tailor the methodology to meet the client's needs while preserving a structured process.
  • Demonstrate high "Speed of Delivery" – being able to rapidly turnaround any deliverables for which they are responsible.
  • Identify and pursue potential ServiceNow Expert Services opportunities at a customer, within and outside of the scope of work.
  • Collaborate with ServiceNow Sales to use Expert Services resources and service offerings in the most appropriate fashion to support large/strategic product sales opportunities. 
  • Work alongside the SAEs in the sales process and then maintain periodic touch points during delivery activities to ensure that the architecture and design principles are maintained, being a consistent trusted partner for the customer.

What you get to do in this role:

  • Drive Expert Services sales by establishing trusted advisor relationships with customers.
  • Provide technical thought leadership to customers in partnership with the SAE on how to best leverage ServiceNow Technologies.  
  • Support pre-sales activities like conducting sales presentations, leading solutioning, scoping discussions, workshops, estimating consulting engagement efforts in partnership with SAE, Solution Sales Executives/Consultants, Sales Account Executives, and Partner Sales Organizations
  • Build credibility and trust with core Customer account teams to ensure they engage with Expert Services (ES) early in the deal lifecycle and so they are comfortable with ES leading pursuits and working with the customer on stand-alone Services deals.
  • Be a strong evangelist of the ServiceNow value proposition aligned to customers objectives.
  • Qualify customer opportunities in conjunction with the SAE, participating primarily in large Services and Licensing pursuits.
  • Develop deep understanding of customer requirements and translate to a high-level solution/scope/effort.
  • Lead the implementation strategy solutioning with the customer to ensure an at-scale product adoption and generate more demand for the ServiceNow platform. 
  • Grow deal size by becoming a Trusted Advisor for the customer and manage alignment with their strategy.
  • Provide continuity during the pre-sales process through engagement delivery. 
  • Demonstrate commercial awareness, providing input to the customer's business case where applicable and understanding their budgetary constraints.
  • Support the creation of SoWs with a strong focus on pre-requisites, assumptions, and risk management.
  • Gain customer approval of the SoW scope and services description through multiple walk-throughs.
  • Engage with internal delivery resources to request specialist scoping support where required.
  • Provide the bridge between the technical scope, architecture, and technical governance.
  • Build project roadmaps (e.g. phasing) aligned to customers capabilities and business objectives.
  • Be a lead member of an overall engagement project team focused on delivering successful and substantive customer outcomes, focused on inter-connectivity between Workflow solutions and a customer's technology landscape, while informing customer on governance best practices
  • Align Delivery and Impact teams for scoped projects. Drive further license and services revenue by picking up gaps/further opportunities within the customer.
  • Support project initiation and planning activities to ensure seamless transition to delivery and that the agree architecture and design are respected through sales to delivery.
  • Become a part of the extended project governance team and attend check points and governance meetings.
  • Attend post-delivery reviews and project close out and ensure feedback is captured to refine/improve scoping.
  • Interlock with existing customer engaged teams, where present, to further understand where opportunities exist.
  • Enable and mentor other members of the ServiceNow delivery team and partner ecosystem.
  • Up to 50% travel annually, driven by customer needs and internal meetings.
Qualifications

To be successful in this role, we need someone who has:

  • 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. 
  • 3+ years' experience working with ServiceNow, with a broad working knowledge of the platform's capabilities and the applications that run on it in both a pre-sales and delivery capacity.
  • An extensive career in Professional Services, ideally working also with a software OEM, and the value proposition they bring for a customer.
  • The ability to build strong relationships internally and externally, ensuring proper engagement with core teams and customers.
  • The ability to talk to customers in their language, around their industry, and at the appropriate level across Executive, Business and Technical stakeholders.
  • Experience of creating and presenting, complex, multi technology solutions while creating the link to the business value proposition.
  • The ability to manage complex customer pursuits and invest time and resources appropriately.
  • The ability to navigate tough conversations and challenging meetings with internal and external customers.
  • Strong focus on ownership and execution against deadlines while managing multiple opportunities at a time.
  • The ability to develop visually rich and professional conceptual design documents targeted to varying audiences of business and technical aptitude.
  • The ability to communicate complex business and technical concepts using visualization and modelling aids.
  • Experience conducting solutions presentations and obtaining customer acceptance to solution design.
  • A passion to continually study new technologies and functionality, as well as be involved in projects that push the capabilities of existing technologies.
  • Aspirations to hold either a CMA or CTA ServiceNow certification.

Not sure if you meet every qualification? We still encourage you to apply We value inclusivity, welcoming candidates from diverse backgrounds, including non-traditional paths. Unique experiences enrich our team, and the willingness to dream big makes you an exceptional candidate

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. Learn more here.

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 globaltalentss@servicenow.com 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. 

From Fortune. 2024 Fortune Media IP Limited. All rights reserved. Used under license. 



  • Lausanne, Waadt, Schweiz Servicenow Vollzeit

    Company DescriptionIt 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...


  • Lausanne, Waadt, Schweiz Servicenow Vollzeit

    About the JobWe are looking for a talented Pre-Sales Technical Advisor to join our pre-sales team. The successful candidate will have a strong background in technical sales and a deep understanding of business processes and technology platforms.You will work closely with our sales team to identify opportunities and develop customized solutions that address...


  • Lausanne, Waadt, Schweiz Capgemini Vollzeit

    About Us At Capgemini Engineering Switzerland we value excellence, diligence, responsibility, dynamism and innovation. We offer a diverse workplace and would like to invite you to be part of our success story where we provide training, tools and foundations for your professional and personal growth. We are looking for an experienced Solution Architect...


  • Lausanne, Waadt, Schweiz Servicenow Vollzeit

    About the RoleThis is an exciting opportunity for a Business Architect Expert to join our team and contribute to delivering high-quality solutions to our customers. As a key member of our pre-sales team, you will play a critical role in ensuring that our solutions meet the evolving needs of our clients.The ideal candidate will have a deep understanding of...


  • Lausanne, Waadt, Schweiz Fortinet, Inc. Vollzeit

    Job Description:As a Regional Sales Engineer – Security, you will be responsible for leading all technical aspects of a sales cycle with customers. This includes project management and active participation in Proof of Concepts (POCs) in partnership with internal and customer teams.The ideal candidate will have 2+ years of experience in technical/pre-sales...


  • Lausanne, Waadt, Schweiz Everience Vollzeit

    Description de la fonctionL'objectif principal de ce poste est de diriger et d'animer une équipe d'architectes application solution afin de relever les défis liés à la transformation numérique de l'entreprise.Missions et responsabilitésGérer et développer l'équipe d'architectes solution.Concevoir et mettre en œuvre la...


  • Lausanne, Waadt, Schweiz Servicenow Vollzeit

    About the OpportunityWe are seeking a highly skilled Strategic Solution Consultant to join our pre-sales team. The successful candidate will have a proven track record of delivering high-quality solutions to complex business problems.The ideal candidate will have a deep understanding of business processes and technology platforms, with the ability to...


  • Lausanne, Waadt, Schweiz Servicenow Vollzeit

    About the RoleThis is an exciting opportunity for a Solution Engineering Lead to join our team and contribute to delivering high-quality solutions to our customers. As a key member of our pre-sales team, you will play a critical role in ensuring that our solutions meet the evolving needs of our clients.The ideal candidate will have a deep understanding of...


  • Lausanne, Waadt, Schweiz INEXTO Vollzeit

    INEXTO is seeking a seasoned Microsoft .NET Solutions Architect to lead the design and implementation of complex software systems. As a critical member of our team, you will work closely with cross-functional teams to ensure software aligns with manufacturing goals and timelines.The successful candidate will possess extensive experience in software...


  • Lausanne, Waadt, Schweiz Everience Vollzeit

    Chef/fe de groupe des Architectes Solutions ITSafeguard Global Lausanne, Suisse Technologies de l'informationDescription de l'entrepriseSafeguard Global recrute pour le compte de son partenaire un/e Chef/fe de groupe des Architectes Solutions IT.Les missions qui vous attendent:Animer et encadrer une équipe d'Architectes Application Solution (5...


  • Lausanne, Waadt, Schweiz Talan SA Vollzeit

    Senior Solution Architect – Wealth Management- Full-time- Contract Type: Long term contractCompany DescriptionTalan is a consulting firm specializing in innovation and transformation through technology. For over 20 years, Talan has been advising businesses and public institutions, supporting them, and implementing their transformation and innovation...


  • Lausanne, Waadt, Schweiz Safeguard Global Italy Vollzeit

    Safeguard Global recrute pour le compte de son partenaire un/e Chef/fe de groupe des Architectes Solutions IT.Poste:Les missions qui vous attendent :Animer et encadrer une équipe d'Architectes Application Solution (5 personnes)Définir et mettre en oeuvre la stratégie d'architecture solution, enrichir le référentiel avec des standards, design patterns et...


  • Lausanne, Waadt, Schweiz SpotMe Vollzeit

    SpotMe is the enterprise event platform to manage engaging events that help accelerate customer relationships at scale. Trusted by 12,000+ global Fortune 500 business leaders and loved by 10,000,000+ users, brands like J&J, Deloitte, and Red Hat use SpotMe to manage hybrid, virtual, and in-person events with a branded, personalized and compliant experience...


  • Lausanne, Waadt, Schweiz Capgemini Vollzeit

    About Us At Capgemini Engineering Switzerland we value excellence, diligence, responsibility, dynamism and innovation. We offer a diverse workplace and would like to invite you to be part of our success story where we provide training, tools and foundations for your professional and personal growth. We are looking for an experienced Architect Siemens...


  • Lausanne, Waadt, Schweiz API SA Vollzeit

    Au sein de l'entreprise API, nous sommes à la recherche d'un Architecte de Solutions Cloud Avancées pour aider à la modernisation des infrastructures et des services numériques.Ce poste implique de concevoir et déployer des architectures cloud basées sur les services Azure, en tenant compte des enjeux métiers et techniques.Le candidat idéal...


  • Lausanne, Waadt, Schweiz Safeguard Global Italy Vollzeit

    Description du posteSafeguard Global recherche un(e) Chef/fe de groupe des Architectes Solutions IT pour occuper ce poste clé dans notre équipe. Cette personne devra animer et encadrer une équipe d'architectes application solution composée de 5 personnes.Ce professionnel aura également pour tâche de définir et mettre en œuvre la stratégie...


  • Lausanne, Waadt, Schweiz Nexthink Vollzeit

    Nexthink, a leading provider of digital employee experience management software, seeks a highly skilled Senior/Principal Product Manager to drive the development of a new strategic product.About NexthinkWe enable IT teams to deliver exceptional digital experiences to their employees, providing unparalleled visibility into employee behaviors and enabling...


  • Lausanne, Waadt, Schweiz Fortinet, Inc. Vollzeit

    Security Systems Engineer – Regional AccountsLocation: LausanneOur TeamThe Fortinet Systems Engineering team is a group of technically skilled and commercially astute professionals, who are passionate about solving our customer's challenges through the delivery of industry leading cybersecurity solutions.With us you willLead all technical aspects of a...


  • Lausanne, Waadt, Schweiz WIT PARTNERS SA Vollzeit

    Compétences requisesNous recherchons un candidat expérimenté avec une maîtrise approfondie des services Azure, notamment Compute, Networking, Storage, Azure App Services, AKS, APIM et Service Bus. Vous devez également être familier avec les technologies serverless et avoir une bonne compréhension des pratiques DevOps, incluant l'intégration et le...


  • Lausanne, Waadt, Schweiz Everience Vollzeit

    PrésentationSafeguard Global est une entreprise technologique qui recrute un Chef/fe de groupe des Architectes Solutions IT pour renforcer son équipe. Cette fonction est essentielle au succès de notre stratégie de transformation numérique.Missions clésAnimer et encadrer une équipe d'Architectes Application Solution composée de 5...