What success looks like in this role:
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.
Key Responsibilities:
Collaborate closely with SE, CE, CDE & CTO organizations 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 organizational 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 organization.
You will be successful in this role if you have:
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.
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
Baseline security clearance is required for this role.
ServiceNow certifications - CSA, CIS, and CTA.
Desirable: Experience with other ITSM platforms (BMC, Freshworks, Cherwell, EasyVista).
Minimum 8 Years Prior experience in consulting or professional services environments.
Unisys is proud to be an equal opportunity employer that considers all qualified applicants without regard to age, caste, citizenship, color, disability, family medical history, family status, ethnicity, gender, gender expression, gender identity, genetic information, marital status, national origin, parental status, pregnancy, race, religion, sex, sexual orientation, transgender status, veteran status or any other category protected by law.