Sr Advisory Solution Consultant

Company Description

It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.

Join us to put AI to work for people.

Armis from ServiceNow, protects the entire attack surface and manages an organization’s cyber risk exposure in real time. Combined with ServiceNow’s Security and Risk capabilities, as well as Identity Security capabilities from Veza, we bring together all critical capabilities to secure every asset, every identity - incl. AI Agents - across all environments with the right level of context - security, operational and business - to build the first of its kind autonomous defense platform for the Agentic Enterprise.

Job Description

As an Advisory Solution Consultant on our Federal defense team, you'll be the technical expert and trusted advisor on strategic ServiceNow Security (Armis, Veza, Risk) engagements. You'll support Department of Defense and Federal System Integrator prospects in uncovering the value and demonstrating operational impact of ServiceNow Security solutions. Working hand-in-hand with our sales team, you'll guide deals from discovery through proof of value, positioning AI-powered visibility and security posture improvements that turn operational challenges into mission advantage.

What you’ll do:

• Lead technical discovery to understand Federal customers' security challenges, compliance mandates, and existing asset landscapes, then map ServiceNow Security solutions to customer outcomes.
• Deliver compelling, tailored product demonstrations and technical deep dives that show prospects exactly how our AI-driven solutions deliver actionable visibility into IT/IoT/OT networks, managed IT, cloud infrastructure, and cross-domain security.
• Design, deploy, and manage proof-of-value engagements in live federal environments, from initial data collection through analytics validation, measuring tangible security posture improvements and operational wins.
• Partner with your Sales counterpart to guide complex opportunities from qualification through close, providing technical credibility and strategic positioning at every milestone.
• Support high-impact marketing and sales activities including trade shows, executive briefings, customer webinars, and industry events, representing ServiceNow as a technical authority on Federal security modernization.
• Provide feedback to product management on federal customer requirements, compliance gaps, and market differentiation opportunities that can drive product enhancements.
• Share battle-tested technical assets, use cases, and best practices with the broader Solution Consulting team, raising the collective quality and efficiency of every engagement.
• Stay current on competitive positioning, federal IT security trends, intelligence community emerging threats, and new Armis and Veza capabilities.

Qualifications

Experience:

• 5+ years of pre-sales solution consulting, sales engineering, or solutions architecture experience, ideally in cybersecurity, network security, or IT operations.
• Direct experience selling to or supporting Federal, DoD, or Federal System Integrator customers.
• Ability to learn and articulate complex technical concepts, translating them into business impact for C-suite and technical audiences alike.
• Demonstrated expertise with enterprise cybersecurity solutions, vulnerability management, detection and response, cloud security platforms, agentless security solutions, network traffic analysis, or behavioral threat detection.
• Technical depth in Linux, virtualization, cloud platforms (AWS/Azure/GCP), and utility scripting (Python).
• Strong understanding of network architecture, IT/IoT/OT environments, cloud infrastructure, and endpoint security landscapes.
• Exposure to AI and machine learning in a security context, AI-driven detection and analytics, agentic automation, or securing and governing AI systems and agents.
• Knowledge of CMMC, FedRAMP, NIST, STIG, CSfC, or other federal compliance and security frameworks.
• Background in IT/IoT/OT security, industrial control systems, critical infrastructure, or utility networks.
• Excellent communication skills, written and verbal, with the ability to build credibility quickly with federal customers and internal stakeholders.
• Ownership mindset: comfortable taking full responsibility for deal success and navigating ambiguity in federal sales cycles.

Education:

• BS degree in Computer Science, MIS, or equivalent experience…