This is a highly hands-on role. You won’t just design enablement strategies—you will build lab guides, automate environment deployments, score live demo evaluations, and ensure our entire technical field ecosystem is equipped to win.
What You’ll Do
Demo & Lab Ecosystem Ownership: Design, scale, and maintain secure, pre-configured "seeded" environments and customizable testing instances used across Pre-Sales demos, Post-Sales Delivery Assurance validations, and Partner hands-on labs.
Core Sales Skills & Demo Coaching: Train Solution Consultants and technical field teams on demo delivery best practices, value-based storytelling, and effective objection handling during live customer interactions.
Cross-Functional Environment Advocacy: Serve as the technical bridge to Product Development and Engineering, translating field needs into actionable requirements for live demo instances, sandbox automation, and release readiness.
POV & Post-Sales Execution Frameworks: Develop repeatable technical playbooks, architectural lab guides, and Proof of Value (POV) methodologies to accelerate both deal conversion and post-sales time-to-value.
Competency Validation & Train-the-Trainer: Build practical proof-of-knowledge evaluations (e.g., live demo scoring, hands-on lab validations), and deliver "train-the-trainer" sessions to scale enablement across internal and external partners.
Technical Content Engineering: Write, update, and maintain comprehensive, repeatable lab guides, architecture playbooks, and video modules using tools like Articulate Rise and Camtasia.
What You Bring
Field-Tested Solution Consultant Experience: Direct, hands-on experience carrying a bag as a Solution Engineer, Pre-Sales Consultant, or Systems Engineer. You have delivered live customer demos, run technical POVs, and navigated complex technical evaluations.
Cybersecurity & Technical Generalist Expertise: Strong foundation across enterprise cybersecurity domains (e.g., asset management, CTEM, threat detection, cloud security) paired with broad systems administration knowledge (virtualization, cloud infrastructure).
Lab Infrastructure & Automation Skills: Experience building or scripting demo/lab environments using automation tools (e.g., Terraform, Ansible, or cloud-native templates) to spin up, refresh, and maintain reliable test instances.
Multi-Audience Versatility: Ability to effectively engage and enable varied technical personas—from Pre-Sales SCs and Post-Sales Delivery Assurance Engineers to external Partner Architects.
"How to Show Value" Coaching: Track record of coaching technical professionals on presentation skills, demo craftsmanship, and practical execution, rather than relying on product-only slides.
Tooling Proficiency: Familiarity with instructional design/authoring tools (Articulate Rise, Camtasia), LMS platforms, and lab/environment management tools.
For positions in this location, we offer a base pay of $126,800 - $221,900, 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, 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 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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