Company Description It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone. Job Description The Role at a Glance You are the technical backbone of our Public Sector teams: translating complex government requirements into compelling ServiceNow solutions — from the initial discovery workshop through to C-level decision-making. As a bridge between technology and administrative realities, you build trust where it is hardest to earn, working closely with the Account Executive, ecosystem partners, product management, and leadership team. What you get to do in this role: The Solution Consultant is a technical consultant with the advanced ability to develop, position and provide product-specific solutions during sales cycles while achieving quarterly and annual sales goals for an assigned territory. - Technical Leadership in the Sales Cycle: You develop, position, and present solution-specific demos and concepts — compelling at all levels, from IT departments to HR offices and C-level executives. - Discovery & Solution Design: You lead workshops, analyze government processes, and translate them into a sustainable solution design based on the ServiceNow platform. Trusted Advisor: You address technical and functional questions from customers, partners, and internal stakeholders with depth and credibility. - Market & Competition: You continuously monitor the competitive landscape in the Public Sector and build a strong ecosystem around the customer. - Community & Knowledge Sharing: You develop reusable sales plays and best practices, strengthening the entire team. - Visibility & Presence: You represent ServiceNow at executive briefings, industry conferences, user groups, and trade fairs. - Pipeline Ownership: Together with the account team, you drive the development of a qualified pipeline and actively contribute to achieving targets. Qualifications To be successful in this role you have: - Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry. - 7+ Years of Experience: Proven experience in Pre-Sales Solution Consulting or Sales Engineering, ideally within the Public Sector (federal, state, municipal, or public IT service providers). - Platform Expertise: Strong knowledge of the ServiceNow platform or comparable enterprise cloud solutions. - AI Competency: Experience integrating AI into business processes — whether through AI-powered tools, workflow automation, or strategic opportunity assessments. - Process Understanding: Ability to analyze government processes and translate them into scalable solution architectures. - Strong Communication Skills: Confident engaging with senior decision-makers — clear, persuasive, and audience-appropriate. - Team Player: Experience collaborating with Product Management, Marketing, Partners, and Professional Services. - Willingness to Travel as required by the role. FD21 Additional Information 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, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, 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. From Fortune. ©2025 Fortune Media IP Limited. All rights reserved. Used under license. - Employee Type: Regular - Region: EMEA - Europe, Middle East and Africa - Work Persona: Flexible or Remote

• Accountable for defining the technical program solution, timeline and scope for standard CMTX offerings to align with client goals and CMTX organizational strategy • Responsible for partnering with Product Management and Commercial team as appropriate to coordinate required cost/pricing inputs for pricing model during opportunity deal stage to ensure costs submitted consider solution scope, complexity, and staffing requirements • Map client requirements to standard hub operational capabilities, technology platforms, and workflows • Design end-to-end operational workflows covering all medical, pharmacy, and adherence services, including but not limited to: patient enrollment, benefits verification, prior authorization, copay assistance, and ongoing patient engagement • Partner with Product Management to identify gaps between client expectations and standard CMTX offerings; document assumptions, constraints, out-of-scope items, and feasibility risks • Partner with Product Management to support proposal development, client presentations, and early solution demonstrations • Lead requirements intake and workflow design sessions with internal operational, technical, and compliance stakeholders • Produce and maintain configuration documents, workflow diagrams, etc. required for program configuration • Facilitate program design reviews and obtain internal and external review and signature for Program Rules Document • Serve as solution SME and consultant throughout Sales and completion of Implementation • Supports client escalations during implementation, as it relates to solution and scope management • Travel may be required for client-related meetings • Other duties as deemed required

• Lead Veeva’s most strategic programs and ensure that implementation methodology is met while ensuring adherence to the timeline, scope, resources, and overall quality • Drive customer success by ensuring appropriate risk management, change management, and escalation management and ensuring that all programs have a positive impact • Own stakeholder management with customers to drive resolutions and serve as part of the Veeva team and partner network in a customer-centric environment to ensure we influence and lead the customers to support their success throughout and beyond implementation • Serve as a leader and have productive working relationships with the project team to coach and mentor them to create the environment to ensure employee success • Accountable for one or more global Vault implementations in Clinical, Quality, Regulatory (RIM), or Safety (PV) at our strategic accounts • Energizes the teams around them and recognizes challenges as opportunities to proactively manage solution • Support the GPM team to actively share knowledge and resources to find ways to improve • Partners deeply with IT and business executives to define deployment, governance, and transformation roadmap and plan for the future with post-deployment activities, including Product Support and Customer Success, as well as ongoing conversations with Product Management • Support implementation proposals and services contract negotiation • Coordinate Customer Success Manager activities to drive product value and adoption

• Lead customer in process discover workshops that align on best practices and drive to solutions based on requirements • Take complex client and solution concepts and articulate them to audiences of varying perception levels to provide application expertise and knowledge • Develop and leverage expertise in our Vault platform • Plan, manage, and perform application build, test, and deploy activities • Identify and monitor interdependencies between various program or project workstreams • Create project deliverables and standards (e.g., including process standards) • Plan and establish after go-live activities including ongoing support and ongoing application changes to align to full capabilities • Mentor and develop junior team members to help facilitate a growing and collaborative team environment