Advisory Solution Consultant, Partner Sales (Armis)

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Armis from ServiceNow, protects the entire attack surface and manages an organization’s cyber risk exposure in real time. Combined with ServiceNow’s Security and Risk capabilities, as well as Identity Security capabilities from Veza, we bring together all critical capabilities to secure every asset, every identity - incl. AI Agents - across all environments with the right level of context - security, operational and business - to build the first of its kind autonomous defense platform for the Agentic Enterprise.

About the role 

We’re looking for a partner solution consultant to help our partner ecosystem bring ServiceNow’s security, identity, access, asset visibility, exposure management, and risk solutions to enterprise customers. 

You’ll act as a trusted technical advisor to partner teams — leading enablement, joint solution design, demonstrations, and proof-of-value engagements that help partners sell and deliver with confidence. You’ll work closely with partner sales engineers, security and identity specialists, and executive stakeholders to connect technical capability to measurable business outcomes for the customers we serve together. 

The ideal candidate brings strong cybersecurity knowledge, hands-on enterprise networking experience, and a track record of supporting complex enterprise sales cycles through a partner-led motion. 

What you’ll do 

• Work with the Partner organization to enable partner technical teams on discovery, solution design, and demo validation. 
• Deliver joint technical demonstrations, virtual and in-person, alongside partner solution engineers. 
• Support partner-led proof-of-value and proof-of-concept engagements with hands-on technical guidance. 
• Assist the enablement teams in establishing valid criteria for training and certifications and conduct trainings when needed. 
• Translate technical capabilities into business outcomes partners can carry into customer conversations. 
• Serve as a trusted advisor to partner teams during evaluations, competitive situations, and executive discussions. 
• Build enablement content, technical summaries, and solution narratives for partner use. 
• Lead technical training and certification sessions for partner teams, grounded in real use cases and proof-of-value findings. 
• Support partner marketing events, conferences, webinars, and speaking engagements. 
• Work with Product, Partner Enablement, Marketing, Customer Success, and Support to share field insight from partner engagements and sharpen joint execution. 
• Assist in establishing demo and lab environments for Partners and maintain them 
• Participate in Partner Marketing and Internal events as a product expert. 
• Build strong, meaningful relationships with Partner technology personnel. 
• Liaise with post sales teams to successfully transfer knowledge, with the Partner to engagements. 
• Serve as point of contact and escalation for assigned Partners. 
• Travel as needed, typically 25–50%, depending on region and partner coverage. 

What you’ll bring 

Required 

• 5+ years in Solution Consulting, Sales Engineering, Pre-Sales Engineering, Solutions Architecture, or a related technical role. 
• 5+ years of customer- or partner-facing technical, pre-sales, or support experience. 
• Experience supporting complex cybersecurity, SaaS, or enterprise platform sales cycles, ideally through a partner or channel motion. 
• Solid understanding of cybersecurity concepts, identity and access, governance and risk, and security operations. 
• Strong working knowledge of enterprise networking — routing, switching, VLANs, subnetting, firewalls, DNS, NAT, and network segmentation. 
• Familiarity with capturing network traffic through SPAN ports, port mirroring, TAPs, packet capture brokers, NetFlow, and network telemetry. 
• Knowledge of Cyber resellers and distributors and how they function. 
• Ability to explain how security platforms integrate with customer environments to collect data, provide visibility, and support technical validation during demos, POVs, and POCs. 
• Strong presentation, storytelling, and executive communication skills. 
• Comfort engaging technical practitioners, business stakeholders, and executive buyers alike. 
• A track record of contributing to technical wins, deal progression, and strong outcomes for customers and partners. 
• Understanding of the Technology Partner Ecosystem and our Technology Partners. 
• BS in Computer Science, MIS, Cybersecurity, or equivalent experience. 

Preferred 

• 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 other relevant technical certifications. 
• Experience working within a partner or channel ecosystem, including partner enablement or certification programs. 
• Linux or Python scripting experience. 

What success looks like 

• You quickly become productive and add value to active partner-led pursuits. 
• Partner teams deliver high-quality demo and lab environments, POVs, and POCs that move pipeline forward. 
• You build trusted-advisor relationships with partner and Sales teams alike. 
• You demonstrate strong technical credibility across complex, partner-involved opportunities. 
• You connect technical solutions to measurable business outcomes for customers and partners. 
• You help improve partner win rates, deal quality, and scalable partner solution consulting execution. 

For positions in this location, we offer a base pay of $149,175 - $220,000, 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.

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 [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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