Principal Presales Solution Architect - ServiceNow ESM

What success looks like in this role:

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.

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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.