Principal-ServiceNow (Pre Sales)

About the Company

Responsibilities

• ● Collaborate closely with SE, CE, CDE & CTO organizations 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 organizational 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 organization.
• ● 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.
• ● Familiarity with sales methodologies (e.g., MEDDIC, Challenger, Solution Selling).
• ● Ability to lead workshops and shape solutions collaboratively with clients.
• ● Influenced and sourced Total Contract Value (TCV).
• ● Win performance and conversion rate of PoV projects to fully scoped and funded engagements.
• ● Pipeline generation and qualification targets.
• ● Number of client meetings, demos, and workshops delivered.
• ● Contribution to upsell/cross-sell opportunities and customer retention rates.
• ● Client satisfaction scores related to pre-sales engagements.
• ● Baseline security clearance is required for this role.
• ● ServiceNow certifications - CSA, CIS, and CTA.
• ● Desirable: Experience with other ITSM platforms (BMC, Freshworks, Cherwell, EasyVista).
• ● Minimum 8 Years Prior experience in consulting or professional services environments.