Senior Advisory Solution Architect - Government Healthcare and Education, Armis/Veza

Job Description

We are seeking a Solution Consultant to partner with Sales and help GHE 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 $149,175 - $230,000, 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

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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 [email protected] 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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