Unisys - Principal Presales Solution Architect - ServiceNow ESM

Principal Presales Solution Architect - ServiceNow ESM Location: Bangalore/ Hyderabad (Hybrid) Experience: 15 - 20 years Key Responsibilities: 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. - Collaborate closely with SE, CE, CDE & CTO organisations 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 organisational 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 organisation. Required Skills & Experience: - 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. - Experience building and maintaining strong client relationships. - 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: - ServiceNow certifications - CSA, CIS, and CTA. - ServiceNow CMA. - BMC Helix ITSM Implementation Specialist. - BMC Certified Expert / Architect. - Experience with other ITSM platforms (BMC, Freshworks, Cherwell, EasyVista). - Minimum 8 Years Prior experience in consulting or professional services environments