Job DescriptionWe're looking for a ServiceNow Solutions Architect to work side by side with our sales team. You'll be the person clients trust to explain what ServiceNow can do for them, and the person our sellers rely on to get the solution and the scope right. When a deal closes, our delivery team should be able to look at what you sold and say, "We can do this."
What you'll doWork with our sales team- Partner with our account executives on account plans, pipeline reviews and how we pursue each deal.
- Help our account executives qualify opportunities early, confirming a real business problem and a good fit for ServiceNow.
Understand the client's business- Run discovery sessions with client IT and/or business leaders to understand where they are today and where they want to be.
- Give clients practical advice on their platform, recommend out-of-box approaches first, and help them build the business case and roadmap.
- Explain ServiceNow's capabilities, including Now Assist and AI Agents, clearly and accurately, and show why ServiceNow and Opensity are the right choice.
Shape and scope the solution- Decide which products, modules, integrations and data migration the client needs, and how to phase the work.
- Estimate the effort with our delivery team, including roles, hours, timeline, assumptions and risks.
- Write proposals, Statements of Work and RFP responses.
- Hand the deal to delivery so nothing gets lost between what was sold and what we deliver.
Price the deal- Provide scope and effort inputs to our deal desk for pricing.
- Flag scope and delivery risk so the deal desk can price each deal appropriately.
Show clients what's possible- Run demos tailored to the people in the room, not generic product tours.
- Keep our demo environments and scripts current.
- Set up and run proofs of concept when they'll help the client decide.
Help us grow- Contribute to repeatable offerings and service packages as we develop them.
- Represent Opensity at webinars, ServiceNow user groups and Knowledge.
- Tell us what you're hearing from clients about our offerings, pricing and capacity.
- Keep your ServiceNow certifications current.
What you bring- 5+ years in presales, sales engineering or ServiceNow consulting, with at least 3 years working hands-on in the ServiceNow ecosystem in a presales capacity.
- Deep experience in at least two areas, such as ITSM, CSM, Legal Services, SPM, CMDB, Discovery, or FSM.
- A working knowledge of Now Assist, AI Agents and App Engine.
- Experience scoping ServiceNow projects, estimating effort and writing SOWs at a partner or consulting firm.
- You're comfortable running a demo for a CIO one day and a technical team the next.
- You understand how services are priced and can recognize scope that carries delivery risk.
- A bachelor's degree in business, IT or engineering, or equivalent experience.
- Ability to travel up to 25% of the time.
Certifications- ServiceNow Certified System Administrator (CSA) is required.
- Certified Implementation Specialist (CIS) credentials, AI micro-certifications and ITIL 4 Foundation are a plus.
Nice to have- Background in the legal services industry.
- Experience co-selling with ServiceNow and registering deals through the partner portal.
- Experience selling managed services or ongoing platform support.
- Experience building business cases that tie ServiceNow to cost savings or revenue.
What will make you successful here- You connect technology to business results and can explain it in plain language.
- You build trust with executives and aren't afraid to push back on scope or price.
- You work well across sales, delivery, our deal desk and ServiceNow.
- You stay curious and keep up with each new ServiceNow release.
The Compensation range for this role is 130,000 to 160,000 USD per year and will be eligible for an annual bonus. Actual compensation within that range will be dependent upon the individual's location, skills, experience and qualifications.
All eligible employees receive access to a comprehensive benefits package, including:Medical insurance
Dental insurance
Vision insurance
401(k) retirement plan
Paid Time Off (PTO)
