高级经理，解决方案咨询（OT/工业物理系统）
Sr. Manager, Solution Consulting (OT / Cyber-Physical Systems)
ServiceNow 起源于工程师 Fred Luddy 为同事 Phyllis 编写代码以自动化一项繁琐的任务。她的反应激发了一个更大的使命：让员工摆脱琐碎工作，专注于有意义的工作。如今，ServiceNow 是业务重塑的 AI 控制中心，将任何 AI、任何数据和任何工作流程整合在一起，帮助 85% 的财富 500 强® 企业更智能、更快、更好地工作。我们正在打造一个 AI 原生文化，让技术和人才协同无阻，我们才刚刚开始。
加入我们，让 AI 为人们工作。
Armis from ServiceNow 保护完整的攻击面，并帮助组织实时管理网络风险暴露。与 ServiceNow 安全与风险管理功能以及 Veza 的身份安全管理功能相结合，Armis 可以在复杂环境中保护每个资产和身份，包括 AI 代理。结果是为智能企业构建自主防御的基础，建立在安全、运营和业务背景之上。
作为高级经理，解决方案咨询（操作技术与工业控制系统，OT/CPS），您将领导一个专注于 ServiceNow OT/CPS 产品组合的全球解决方案顾问团队，包括 Armis OT 可视性和安全性、工业控制系统安全以及 OT 的 USEM。这是一个球员兼教练的角色：您将制定技术售前策略，打造高绩效团队，并亲自参与最具战略意义的客户机会。
在这个职位上取得成功意味着通过建立世界级的解决方案咨询团队来扩大 ServiceNow 的 OT/CPS 业务，提升技术销售执行的质量和一致性，并帮助客户在复杂环境中连接工业运营、网络安全风险和业务影响。
您将负责……
团队领导与人才评估
· 领导、管理并指导全球 OT 解决方案顾问团队，提供指导、反馈和职业发展。
· 根据一致的技能框架评估解决方案顾问，该框架衡量 OT 和 ICS 技术深度、资产可视性和暴露管理专业知识、演示和叙事技巧、发现质量、业务价值阐述能力以及 AI 熟练度。
· 利用这些评估制定个人发展计划，识别覆盖缺口，推荐人员配置和岗位调整，并为招聘、人才储备和继任计划提供建议。
· 与销售领导、赋能和人才团队合作，校准期望值，表彰优秀表现。
查看英文原文
#### Company Description
ServiceNow began when engineer Fred Luddy wrote code to automate a tedious task for his coworker, Phyllis. Her reaction inspired a larger mission: free people from busywork so they can focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention, bringing together any AI, any data, and any workflow to help 85% of the Fortune 500® work smarter, faster, and better. We are building an AI-native culture where technology and talent are unstoppable together, and we are just getting started.
Join us to put AI to work for people.
Armis from ServiceNow protects the full attack surface and helps organizations manage cyber risk exposure in real time. Together with ServiceNow Security and Risk capabilities and Identity Security capabilities from Veza, Armis helps secure every asset and identity, including AI agents, across complex environments. The result is a foundation for autonomous defense for the Agentic Enterprise, grounded in security, operational, and business context.
#### Job Description
As a Sr. Manager, Solution Consulting (Operational Technology and Cyber-Physical Systems, OT/CPS), you will lead a global team of Solution Consultants focused on ServiceNow's OT/CPS portfolio, including Armis OT visibility and security, Cyber Asset Security, and USEM for OT. This is a player-coach role: you will set the technical pre-sales strategy, develop a high-performing team, and personally engage in the most strategic customer opportunities.
Success in this role means scaling ServiceNow's OT/CPS business by building a world-class solution consulting team, improving the quality and consistency of technical sales execution, and helping customers connect industrial operations, cyber risk, and business impact across complex environments.
What you'll do...
Team leadership and talent evaluation
- Lead, manage, and mentor a global team of OT Solution Consultants, providing coaching, feedback, and career development.
- Evaluate Solution Consultants against a consistent skills framework that measures OT and ICS technical depth, asset visibility and exposure management expertise, demo and storytelling craft, discovery quality, business value articulation, and AI fluency.
- Use those assessments to build individual development plans, identify coverage gaps, recommend staffing and role changes, and inform hiring, bench strength, and succession planning.
- Partner with Sales Leadership, Enablement, and Talent teams to calibrate expectations, recognize top performance, and address underperformance early.
- Set performance goals, track progress, and foster a collaborative, high-performance culture across the broader Solution Consulting community.
AI-native leadership
- Model AI-native ways of working in account research, discovery preparation, demo and proof-of-value design, proposal support, pipeline inspection, and team coaching.
- Set clear expectations that every SC uses AI to improve the quality, speed, and consistency of their work, and measure adoption through practical indicators such as reusable assets created, preparation quality, demo effectiveness, and time saved.
- Build and share reusable AI assets, including prompts, agents, skills, demo scripts, and playbooks, that scale OT/CPS expertise across regions and verticals.
- Coach SCs to position the ServiceNow AI platform and agentic capabilities credibly with OT, security, and operations buyers, including AI governance and safety in industrial environments.
- Stay current on AI developments and bring practical improvements to how the team sells, demonstrates, and delivers value.
Sales support and strategy
- Partner with Account Executives, Armis and Veza specialists, and OT sales leadership to qualify, shape, and win complex OT/CPS opportunities.
- Provide technical leadership through discovery, demonstrations, proofs of value, RFP responses, and executive presentations.
- Develop deep expertise in the OT/CPS portfolio and explain how it connects to ServiceNow ITOM, Security and Risk, workflow capabilities, and Armis OT visibility and security in customer-specific use cases.
- Help define go-to-market plays, vertical strategies (energy and utilities, manufacturing, life sciences, oil and gas, transportation), and sales collateral.
Customer engagement
- Engage directly with CISOs, OT security leaders, plant and operations leaders, and architects to understand technical requirements, operational constraints, regulatory pressures, and the business outcomes customers need to achieve.
- Act as a trusted advisor on OT security, compliance, and risk reduction, including frameworks such as NIS2, NERC CIP, IEC 62443, and CIRCIA.
- Conduct customer site visits, workshops, and executive briefings, and deliver demonstrations and proofs of value that connect technical capabilities to risk reduction, operational resilience, and measurable business impact.
Cross-functional collaboration
- Provide structured field feedback to Product Management on features, competitive gaps, and market demand.
- Work with Marketing and Enablement to develop technical content, case studies, and field-ready tools.
- Coordinate with Services, Partners, and Customer Success for a smooth transition from sale to implementation.
Continuous improvement
- Track the OT security competitive landscape and emerging industrial technologies.
- Identify process improvements and best practices to scale the Solution Consulting function.
- Report on team performance, coverage, and AI adoption to senior leadership.
#### Qualifications
To be successful in this role you have:
- A bachelor's degree in a technical field (e.g., Computer Science, Engineering) or equivalent work experience.
- Proven experience in solution consulting, sales engineering, or technical sales, preferably in cybersecurity, OT/ICS security, or industrial technology.
- Experience managing and developing technical pre-sales teams, including assessing talent, setting standards, and coaching to improve.
- Deep knowledge of OT/ICS environments, protocols, and architectures, including the Purdue model and segmentation, as well as OT security and asset visibility.
- Familiarity with OT regulatory and standards frameworks (NIS2, NERC CIP, IEC 62443, CIRCIA, etc.).
- A demonstrated AI-native mindset: hands-on use of generative and agentic AI in your own work, and a track record of driving AI adoption on a team.
- Excellent communication and presentation skills for both technical and executive audiences.
- A strong customer focus and the ability to build relationships with senior stakeholders.
- An analytical mindset, with the ability to use data and metrics to drive decisions.
- A proactive, self-driven approach in a fast-paced, dynamic environment.
- Willingness to travel up to 40% of the time on average.
For positions in this location, we offer a base pay range of $175,000-$210,000, plus equity when applicable, variable or incentive compensation, and benefits. Sales positions generally include a competitive On Target Earnings (OTE) incentive compensation structure. The base pay shown is a guideline, and individual total compensation will vary based on qualifications, skill level, competencies, and work location. Benefits include health plans, 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 of the role and may 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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