Advisory Solution Consultant– Security, Identity & Exposure Management (Armis/Veza)
#### 公司简介
一切始于工程师弗雷德·卢迪为他的同事菲利斯编写了一段代码，自动化了一个繁琐的任务。她感动得热泪盈眶。这一时刻激发了弗雷德创建一家公司，让每个人都能从中受益——让人们摆脱琐事，专注于有意义的工作。如今，ServiceNow 是业务重塑的 AI 控制中心。我们的 ServiceNow AI 平台整合任何 AI、任何数据和任何工作流程，帮助 85% 的财富 500 强®企业更聪明、更快、更好地工作。我们正在构建一种 AI 原生文化，让技术和人才携手并进，不可阻挡。而我们才刚刚开始。
加入我们，让 AI 为人们工作。
ServiceNow 的 Armis 保护整个攻击面，并实时管理组织的网络风险暴露。结合 ServiceNow 的安全与风险管理能力，以及 Veza 提供的身份安全管理能力，我们将所有关键能力整合在一起，以正确的上下文（安全、运营和业务）来保护每个资产、每个身份——包括 AI 代理——在所有环境中构建首个同类的自主防御平台，用于代理型企业。
#### 职位描述
我们正在寻找一名解决方案顾问，与销售团队合作，帮助企业客户解决复杂的网络安全、身份、访问、资产可见性、暴露管理和风险挑战。
在此职位中，您将作为值得信赖的技术和业务顾问，主导发现、解决方案设计、产品演示、价值验证活动和客户验证工作。您将直接与安全、身份、基础设施、IT、风险和高管利益相关者合作，将技术能力与可衡量的业务成果联系起来。
理想的候选人具备扎实的网络安全知识、实际的企业网络经验、出色的沟通能力，并有支持复杂企业销售周期的证明能力。
**职责**
- 与销售团队合作，主导技术发现、解决方案设计和客户验证。
- 提供引人入胜的虚拟和现场技术演示。
- 部署和支持价值验证和概念验证项目。
- 将技术能力转化为业务成果。
- 在评估、竞争情况和高管讨论中担任值得信赖的顾问。
- 编写面向客户的文档、技术摘要和解决方案叙述。
- 主导技术培训
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#### Company Description
It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.
Join us to put AI to work for people.
Armis from ServiceNow, protects the entire attack surface and manages an organization’s cyber risk exposure in real time. Combined with ServiceNow’s Security and Risk capabilities, as well as Identity Security capabilities from Veza, we bring together all critical capabilities to secure every asset, every identity - incl. AI Agents - across all environments with the right level of context - security, operational and business - to build the first of its kind autonomous defense platform for the Agentic Enterprise.
#### Job Description
We are seeking a Solution Consultant to partner with Sales and help enterprise customers address complex security, identity, access, asset visibility, exposure management, and risk challenges.
In this role, you will serve as a trusted technical and business advisor, leading discovery, solution design, product demonstrations, proof-of-value engagements, and customer validation activities. You will work directly with security, identity, infrastructure, IT, risk, and executive stakeholders to connect technical capabilities to measurable business outcomes.
The ideal candidate has strong cybersecurity knowledge, practical enterprise networking experience, strong communication skills, and a proven ability to support complex enterprise sales cycles.
**Responsibilities**
- Partner with Sales to lead technical discovery, solution design, and customer validation.
- Deliver compelling virtual and in-person technical demonstrations.
- Deploy and support proof-of-value and proof-of-concept engagements.
- Translate technical capabilities into business outcomes.
- Serve as a trusted advisor during evaluations, competitive situations, and executive discussions.
- Develop customer-facing documentation, technical summaries, and solution narratives.
- Lead technical training sessions based on customer use cases and POV findings.
- Support marketing events, conferences, webinars, and speaking engagements.
- Collaborate with Product, Enablement, Marketing, Customer Success, and Support teams to share field insights and improve execution.
- Travel as required, typically 25–50%, depending on region and business needs.
#### Qualifications
**Required Qualifications**
- 5+ years of experience in Solution Consulting, Sales Engineering, Pre-Sales Engineering, Solutions Architecture, or a related technical role.
- 5+ years of customer-facing technical, pre-sales, or customer support experience.
- Experience supporting complex cybersecurity, SaaS, or enterprise platform sales cycles with enterprise customers.
- Strong understanding of cybersecurity concepts, identity and access, governance and risk, and security operations.
- Required strong working knowledge of enterprise networking concepts, including routing, switching, VLANs, subnetting, firewalls, DNS, NAT, and network segmentation.
- Familiarity with capturing network traffic via SPAN ports, port mirroring, TAPs, packet capture brokers, NetFlow, and network telemetry.
- Ability to understand and explain how security platforms integrate with customer network environments to collect data, provide visibility, and support technical validation during demos, POVs, and POCs.
- Strong presentation, storytelling, and executive communication skills.
- Ability to engage effectively with technical practitioners, business stakeholders, and executive buyers.
- Demonstrated track record of contributing to technical wins, deal progression, and successful customer outcomes.
- BS degree in Computer Science, MIS, Cybersecurity, or equivalent experience.
**Preferred Experience**
- Hands-on experience with IAM or IGA solutions
- Background in Security Operations or Security Engineering
- Experience with asset discovery across IoT, OT, or IoMT environments
- Exposure to vulnerability management or risk-based vulnerability programs
- Security, cloud, or relevant technical certifications preferred
- Linux or Python scripting experience
**What Success Looks Like**
- Quickly becomes productive and adds value to active sales pursuits.
- Delivery of high-quality demos, POVs, and POCs that advance pipelines.
- Build trusted-advisor relationships with customers and Sales partners.
- Demonstrates strong technical credibility across complex opportunities.
- Connects technical solutions to measurable business outcomes.
- Contributes to improved win rates, stronger deal quality, and scalable Solution Consulting execution.
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](https://careers.servicenow.com/life-at-servicenow#workpersonas). 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, religion, sex, sexual orientation, national origin, age, disability, gender identity, 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 [globaltalentss@servicenow.com](mailto:globaltalentss@servicenow.com) 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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