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Overview
The Director, Solution Consulting – Security & Identity leads an organization of managers and technical experts dedicated to helping customers reduce risk, strengthen identity governance, and modernize security operations. This role is a people-first leader, responsible for developing high-performing consultants who partner with Sales to deliver outcomes that resonate with both technical and executive stakeholders. The manager and leader ensures the team can translate complex security and identity challenges—across access, risk, and governance—into differentiated, business-aligned solutions. A career-defining opportunity to shape ServiceNow's Security GTM strategy from the ground up — ideal for leaders who want to build, not just inherit.

Key Responsibilities

People Leadership & Development

• Lead, coach, and develop a team of highly technical Solution Consultants and Solution Consulting Leaders — building both consultative depth and the ability to translate technical capabilities into business value.
• Set clear performance expectations, provide regular coaching, and support career progression.
• Build a sales-driven, high-accountability culture centered on continuous skill development in a rapidly evolving security market. This is a fast-paced, build-phase team that values ownership, initiative, and adaptability. Leaders who are comfortable operating with autonomy and driving outcomes will be well positioned to succeed.

Sales Partnership & Deal Execution

• Partner closely with Sales leadership to support pipeline execution and revenue goals in the Security & Identity portfolio.
• Ensure high-quality customer engagements across discovery, solution design, demonstrations, and executive briefings.
• Serve as an escalation point for complex or high-risk deals, ensuring solutions align to customer security and compliance needs.

Security & Identity Solution Leadership

• Guide the team in positioning identity, access, and security capabilities in the context of business risk, regulatory pressure, and operational efficiency.
• Ensure Solution Consultants can clearly articulate value around identity governance, access controls, risk reduction, and security automation.
• Ensure consistent delivery of high-quality POVs and POCs, with the flexibility to step in and lead customer engagements directly when complexity, strategic priority, or team capacity requires.
• Stay current on security and identity trends, threats, and regulatory considerations to inform customer conversations.

Operational Excellence

• Manage team capacity, territory coverage, and prioritization to support the business effectively.
• Drive consistency in security solution messaging, demonstrations, and engagement models.
• Use data and performance insights to improve productivity, deal effectiveness, and customer outcomes.

Cross-Functional Collaboration

• Partner with Product, Security, Enablement, and Marketing teams to share field insights and improve solution readiness.
• Provide structured feedback based on customer and market signals to influence roadmap and enablement priorities.

Required Qualifications

• 10+ years of experience in Solution Consulting, Sales Engineering, or Pre-Sales roles with a focus on Security and/or Identity & Access Management.
• Demonstrated success in growth-phase environments, with a genuine passion for building from the ground up—energized by shaping what’s next and creating playbooks that enable others to succeed.
• Genuinely curious and proactive in adopting AI and emerging technologies; able to model and coach the team on using new tools to enhance customer engagements and deal velocity.
• 5+ years of people management experience leading technical or consultative teams.
• Strong understanding of security and identity concepts such as identity governance, access management, risk, and compliance.
• Experience supporting complex enterprise sales cycles.
• Strong executive communication skills with the ability to translate security risk into business impact.
• Willingness to travel as required (typically 35-50%)

Preferred Qualifications

• Experience with Identity & Access Management (IAM), Identity Governance & Administration (IGA), or Security Operations solutions.
• Background in enterprise SaaS or platform-based security solutions.
• Familiarity with regulatory and compliance frameworks impacting identity and security programs.

What Success Looks Like

• Build a high-performing, scalable team aligned to business demand, ensuring thoughtful hiring, rapid ramp, and sustained performance as the organization grows.
• A high-performing, well-coached Security & Identity Solution Consulting team.
• Strong credibility with Sales and customer security stakeholders.
• Consistent delivery of risk-focused, outcome-driven security solutions.
• Improved deal quality, win rates, and consultant development.

For positions in this location, we offer a base pay of $171,675 - $283,275, 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.

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.

Equal Opportunity Employer

ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements. 

Accommodations

We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [email protected] for assistance. 

Export Control Regulations

For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities. 

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