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Requisition ID :
Sydney, NSW AU
Posting Date :
Working closely with the sales force to assist in the qualification of customer needs as part of the sales cycle.
Respond to Request for Information/Proposal documents with the sales force as part of the sales cycle.
Demonstrate out-of-the-box product functionality and capability both onsite or via web conference sessions to existing customers and prospects.
Prototype and demonstrate tailored capability and functionality both onsite or via web conference sessions to existing customers and prospects.
Capture of high-level business and functional requirements as part scoping engagements.
Responsible for understanding business and technical problems addressed by the solutions including key regulations, business drivers, evolving business needs, security etc.
Provide thought and solution leadership based on business and functional requirements (people, process and technology).
Provide indicative estimate on consulting work required (project management, process consulting, comms and adoption, technical delivery and support) to meet the customer’s requirements.
Staying current on the ServiceNow releases to a level required for demonstrations and thought/solutions leadership.
Supporting Marketing events – blogs, shows/seminars, conferences, webinars, case studies, data sheets, etc.
Staying current on competitive analysis and understanding differentiators between the company and its competitors.
In conjunction with Sales and the Delivery team, conduct transition briefing - communicate commitments, expectations etc in preparation from a project delivery perspective.
Participate in the pre-sales operational excellence programme, ensuring repeatability, solutioning, estimating and execution excellence is upheld to the highest standards.
TECHNICAL & PROCESS SKILLS
Strong experience and body of knowledge of solutioning on the ServiceNow platform.
Prior experience in solutioning, architecting or doing pre-sales for five or more of the following ServiceNow applications:
IT Service Management
IT Operations Management
IT Asset Management (incl Software Asset)
IT Business Management
Application Portfolio Management
HR Service Delivery Management
Customer Service Management
Field Service Management
Integrated Risk Management (GRC)
Low Code / No Code (App Engine)
Background in having solutioned and/or implemented ITIL, ITSM and ITOM for multiple customers preferred but not mandatory.
Great understanding of the overall sales, pre-sales and delivery lifecycle from a professional services perspective is ideal but not mandatory.
Very strong presentation skills, able to communicate and simplify complex technical concepts to a wide range of stakeholders.
Very strong written communication skills with attention to detail.
Prior commercial experience in sizing, costing and risk mitigation of customer engagements are advantageous.
Expert showmanship and articulate demonstration skills with proven experience of selling the art of the possible to various stakeholders.
Abreast of market and industry trends in regards to relevant IT technologies and methodologies.
Building Relationships – Develops collaborative relationships to facilitate current or future goals
Adaptability – Adapts own behaviour to suit the situation
Decision Making – Makes pragmatic decisions based on a range of factors
Conceptual Thinking – Ability to explore and manipulate ideas beyond concrete constraints
Business Skills – Has and maintains a high level of understanding of business operations
Oral & Written Communication – Listens, responds to prompts, summarises and is pro-active with all communications
Results Orientation – Regularly refocuses on results
Initiative – Takes responsibility for improvements or solving problems
5+ years in the IT industry in particular SaaS and/or professional services.
3+ years working in a pre-sales or solution consulting role ideally in complex opportunities across different industries such as Financial Services, Government, Healthcare, Manufacturing, Telco and Technology (just to name a few).
Has experience in other Enterprise Service Mgmt and Low Code/No code platforms (eg. BMC Remedy, CA Service Desk, HP Service Manager, Salesforce/Force.com, PEGA, etc…).
Has experience in ServiceNow project delivery (as an analyst, consultant or project manager)
Has experience in ServiceNow (across all modules, in particular, ITSM and ITOM).
Has knowledge and experience on HR (not mandatory)
Has knowledge and experience on GRC (not mandatory)
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