ServiceNow

Sr Advisory Solution Consultant - Federal (Armis)

ServiceNow • $168K — $200K *
US-AnywhereRemote in Vienna, VA
Enterprise Technology
5 - 7 years of experience
Today
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Job Overview by Ladders

Qualifications

  • 5+ years in pre-sales consulting, sales engineering, or solutions architecture, preferably in cybersecurity or network security.
  • Experience with Federal clients, particularly DoD or System Integrators.
  • Ability to explain complex technical concepts to both technical and C-suite audiences.
  • Expertise in enterprise cybersecurity tools, including vulnerability management and cloud security solutions.
  • Familiarity with AI and machine learning applications in security contexts.
  • Working knowledge of federal compliance frameworks like CMMC and NIST.
  • Strong communication skills for building credibility with clients.

Responsibilities

  • Lead technical discovery to address Federal security challenges and tailor ServiceNow solutions to meet them.
  • Create and deliver customized product demonstrations showcasing the value of AI-driven security solutions.
  • Design and execute proof-of-value engagements, analyzing data to quantify security improvements.
  • Collaborate with sales teams to navigate complex opportunities and ensure technical credibility throughout the sales process.
  • Participate in marketing events, acting as a technical authority on federal security best practices.
  • Provide actionable insights to product management based on client feedback and emerging security needs.
  • Disseminate technical best practices and resources within the consulting team to improve engagement effectiveness.

Benefits

  • Flexible spending accounts to manage healthcare costs.
  • 401(k) plan with company-matching contributions to support retirement savings.
  • Employee Stock Purchase Plan (ESPP) for stock ownership opportunities.
  • Matching donations to support philanthropic efforts.
  • Flexible time-off policies and family leave programs to promote work-life balance.
Full Job Description
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 required.

Travel:
  • Up to 40% to support key customer engagements, trade shows, and field support in assigned territories.

Clearance:
  • Existing Top Secret clearance (ideal) or ability to obtain a Top Secret clearance.

For positions in this location, we offer a base pay of $168,750 - $200,000, 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.

About ServiceNow

ServiceNow provides cloud-based solutions that define, structure, manage, and automate services for enterprise operations in North America, Europe, the Middle East, Africa, the Asia Pacific, and other countries. The company offers service management solutions, including incident, problem, change, request, and cost management as well as service catalogs; and IT, HR, facilities, and field service management solutions. It also provides IT operations management solutions covering service mapping, delivery, and assurance solutions; business management solutions such as financial management, project portfolio suite, vendor performance management, and performance analytics as well as governance, risk, and compliance; and application development services.

ServiceNow Careers

Join the dynamic team at ServiceNow, a global leader in digital workflow solutions, where innovation and leadership converge to shape the future of work. At ServiceNow, we offer more than just job opportunities; we provide a platform for professional growth and a chance to be part of a culture that values diversity, creativity, and continuous learning.

Work You’ll Do

Embark on a career journey with ServiceNow and contribute to the world’s leading enterprises' digital transformation. Our team is at the forefront of developing cutting-edge technologies that improve how people work. With ServiceNow, you will use your skills to impact businesses and industries profoundly, driving efficiency and innovation.

Join Our Market-Leading Team

ServiceNow is not just another technology company. We are a team that thrives on diversity and leadership, fostering an inclusive environment that promotes growth and development. Our commitment to diversity training ensures that every team member can achieve their potential.

Innovative Work

ServiceNow is home to more than 10,000 dedicated professionals who lead the charge in digital workflows and enterprise solutions. As part of our team, you will engage in projects that merge technology with practical applications, creating revolutionary products that advance how services are delivered and managed.

Career Development

At ServiceNow, your career trajectory is filled with boundless opportunities. We support your growth with robust training programs, leadership development courses, and access to global challenges. Whether you are looking for an internship, full-time position, or leadership role, ServiceNow equips you with the tools to excel.

Be Part of a Great Team

Working at ServiceNow means being part of a community that values teamwork and innovation. Our collaborative environment encourages networking and sharing ideas, making our workplace vibrant and dynamic. The benefits of joining ServiceNow extend beyond comprehensive health and wellness; they include fostering professional connections and friendships that last a lifetime.

Explore Job Opportunities and Internships

Whether you’re a seasoned professional or a recent graduate, ServiceNow offers a range of employment options to suit your career goals. From internships that provide real-world experience to full-time positions that challenge you to leverage your expertise, we are committed to hiring the best talent.

Stay Connected

Join Our Team Search open positions that match your skills and interests. At ServiceNow, we look for passionate, curious, and solution-driven team players. Explore the possibilities that await you at a company that is committed to your professional success.

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ServiceNow Careers

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Learn more about ServiceNow
Size
16,881 employees
Market Cap
$76.5 billion
Industry
Information Technology
Net Income
$118.5 million
Founded
2004
5 Year Trend
+33.5%
Revenue
$4.5 billion
NASDAQ
NOW
* Ladders Estimates

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