What success looks like in this role:
The ESM Technical Solutions Professional is responsible for the architecture and design of new or enhanced company products and services and for proposed solutions that fit client requirements and position Unisys competitively. Utilizes technical and architectural expertise to drive innovation into company products and services. Provides consulting and selling support to strategic prospects and accounts. Articulates the Unisys value proposition, architects custom solutions as needed, and offers thought-leadership to business-oriented, technical and other audiences. Responsible for translating target market and client business requirements and goals into specific solutions. Designs solutions that achieve financial goals as well as meet or exceed the requirements of service delivery.
Key Responsibilities:
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.
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.
Benefit Highlights:
Unisys offers an outstanding benefits package, featuring unlimited paid time off, a 401(k) match, comprehensive healthcare, HSA matching, ongoing learning opportunities, and more! We’re committed to supporting work-life balance and investing in your future success.
Video Interview Notice:
At Unisys, we incorporate video interviews as a key part of our hiring process. This allows us to get to know you better and provide a more engaging and convenient interview experience. We appreciate your understanding and look forward to connecting with you virtually!
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