Overview:
The Solution Consultant – Identity & Security partners with Sales to help customers address complex identity, access, and security challenges. This role reports to the Solution Consulting Manager within the Identity & Security team and serves as a trusted technical and business advisor, translating requirements into differentiated, outcome-driven solutions that reduce risk, improve governance, and enable secure business operations. The ideal candidate combines deep domain knowledge in identity and security with a consultative mindset and can communicate effectively with both technical practitioners and executive stakeholders. This is a fast-paced, growth-stage team that values ownership, initiative, and adaptability. SCs who thrive with autonomy and are energized by building something new will be well positioned to succeed.
This role sits at the forefront of building ServiceNow’s Identity & Security GTM, offering Solution Consultants the opportunity to drive impact, establish best practices, and help define what “great” looks like as the business scales.
Key Responsibilities:
- Customer Engagement & Solution Design:
Partner with Sales to lead discovery, solution design, and technical validation for Identity & Security use cases. Engage with customer security, identity, IT, and risk stakeholders to understand requirements, challenges, and success criteria. Design and position solutions that address identity governance, access control, risk reduction, and security automation. - Demonstrations & Technical Leadership:
Deliver compelling, value-based demonstrations tailored to customer security and identity priorities. Articulate how identity and security capabilities integrate into broader enterprise workflows and platforms. Serve as a technical authority during evaluations, proof-of-concepts, and competitive situations. - Value & Outcome Positioning:
Translate identity and security capabilities into business outcomes such as reduced risk, improved compliance, and operational efficiency. Support executive-level conversations by framing security and identity initiatives in terms of business impact and resilience. Partner with Sales to develop solution narratives that align to customer priorities and buying personas. - Deal Support & Execution:
Support complex sales cycles from early discovery through close, ensuring technical accuracy and customer alignment. Identify and mitigate technical or solution-related risks during the sales process. Collaborate with internal teams to ensure solutions are feasible, scalable, and aligned to product capabilities. - Continuous Learning & Collaboration:
Stay current on identity, security, and regulatory trends to inform customer conversations. Share field insights and best practices with peers and leadership. Partner with Product, Enablement, and Marketing teams to provide feedback from the field. Participate in a sales-driven, high-accountability culture centered on continuous skill development in a rapidly evolving security market.
Required Qualifications:
- 5+ years of experience in Solution Consulting, Sales Engineering, Pre-Sales, or a related technical role
- Track record of strong performance in prior SC roles — expect to demonstrate consistent contribution to technical wins and deal outcomes.
- Genuinely curious and proactive in adopting AI and emerging sales support technologies to enhance customer engagements, solution design, and deal execution.
- Strong understanding of identity and security concepts, including identity governance, access management, and risk
- Ability to quickly learn new technologies, demonstrate their capabilities, and connect them to impactful customer business challenges.
- Experience supporting enterprise-level complex sales cycles
- Ability to communicate effectively with both technical and business stakeholders
- Strong presentation and storytelling skills — able to paint the art of the possible and align solutions to customer priorities.
- Willingness to travel as required (typically 25–50%)
Preferred Qualifications:
- Experience with Identity & Access Management (IAM), Identity Governance & Administration (IGA), or Security Operations platforms
- Background in enterprise SaaS or platform-based solutions
- Familiarity with compliance and regulatory considerations impacting identity and security programs
