Principal Presales Solution Architect - ServiceNow ESM

Location : Bangalore/ Hyderabad (Hybrid)

Experience : 15 - 20 years

Key Responsibilities :

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.

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.

- 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.

Preferred Qualifications :

- ServiceNow certifications - CSA, CIS, and CTA.

- ServiceNow CMA.

- BMC Helix ITSM Implementation Specialist.

- BMC Certified Expert / Architect.

- Experience with other ITSM platforms (BMC, Freshworks, Cherwell, EasyVista).

- Minimum 8 Years prior experience in consulting or professional services environments