Advisory Presales Solution Consultant

About the role

This position operates as a technical advisory role within the Risk & Security Solution consulting team at ServiceNow, focusing on enabling revenue growth for risk products through cross-functional collaboration. The successful hire will partner directly with Sales, Product Management, and executive stakeholders to shape solution positioning and drive strategic outcomes. The role demands hands-on engagement that spans both high-level strategic discussions and detailed solution delivery throughout complex customer sales cycles. You will function as a domain expert across critical risk areas, translating evolving customer requirements into precise value propositions for ServiceNow offerings. The position requires deep involvement in discovery, demonstration, and feedback activities that influence product direction and customer success. You will be expected to operate with autonomy and ownership while maintaining a high standard of advisory excellence.

What you'll do

You will facilitate discovery workshops that uncover critical customer challenges and define precise requirements for Risk & Security solutions. You will deliver tailored product demonstrations that highlight how ServiceNow Risk & Security capabilities address specific business needs and strategic objectives. You will analyze complex customer environments and map stated requirements to relevant solution components and integration patterns. You will provide authoritative responses to detailed product feature and technical questions from customers, partners, and internal colleagues. You will act as the central subject matter expert across domains such as Risk Management, Internal Controls, Regulatory Compliance, Policy Management, Cyber Risk, and Third-Party Risk Management. You will synthesize customer feedback and translate it into structured recommendations for product management to drive future enhancements and value creation. You will collaborate with other Solution Consultants to document and share best practices, reusable assets, and playbooks that elevate team performance. You will evaluate competitive positioning and market differentiation while monitoring evolving regulatory landscapes that impact customer priorities and solution design. You will support executive briefings, conferences, user groups, and trade shows by contributing content, insights, and live expertise. You will identify and develop cross-product sales opportunities that connect multiple ServiceNow solutions to address integrated customer challenges.

Requirements

You must have experience leveraging or critically evaluating how to integrate AI into work processes, decision-making, or problem-solving, including using AI-powered tools and analyzing AI-driven insights. You must possess proven experience of approximately 6 to 10 years in pre-sales solution consulting or sales engineering with demonstrable knowledge of Governance, Risk, and Compliance (GRC) and Security Operations (SecOps). You must have deep domain expertise in areas such as GRC, Information Security, Security Operations, AI Governance, Third-Party Risk Management, or Operational Resilience. You must understand regulatory compliance frameworks and their technology implications for customers operating in regulated environments. You must demonstrate executive presence and business acumen to engage as a peer with C-suite buyers and navigate complex organizational dynamics. You must operate as a self-starter with the ability to drive outcomes independently and take full ownership of business results and advisory quality. You must be technically fluent to conduct early-stage product demonstrations and articulate how Risk & Security workflows integrate within the broader ServiceNow platform and ecosystem tools. You must have proficiency with the ServiceNow platform or technical experience with cloud software solutions and modern application architectures. You must have a proven track record of collaborating effectively with product management, product marketing, partners, and professional services teams. You must exhibit strong soft skills for content presentation, collaborative teamwork, and personal initiative in expanding your expertise into new domains. You must apply territory management skills, including pipeline building and close collaboration with Sales counterparts to guide execution excellence. You must be able to travel as necessary, with offices located in Munich, Frankfurt, Berlin, Hamburg, and Dusseldorf. You must be fluent in English and German, as these are essential for success in the role.

Nice to have

Preferred experience with emerging technologies and AI-driven approaches that enhance risk and security operations within enterprise environments.

Practical notes

The role may require travel as necessary to customer sites and ServiceNow offices in Germany. Fluency in English and German is mandatory for this position. This role is open to full-time employees based in Frankfurt, and candidates must meet the outlined eligibility criteria without exception.