• Collaborate closely with the sales/presales team to develop solution proposals that align with customer requirements and deliver maximum value • Be a technical resource for Presales members to include: Smartsheet API, Smartsheet Premium Applications, SSO/SAML, and understanding 3rd party APIs • Respond to Solutions Engineer Requests (SERs) submitted via Salesforce for technically complex opportunities, including API integrations, enterprise architecture validation, identity/access management, and advanced automation • Build proof of concepts to demonstrate the capabilities of our products and services to customers • Build solution diagrams that clearly articulate the technical architecture and requirements of proposed solutions • Provide expert knowledge on what can/can’t be done using Smartsheet’s products together with other tools to solve customer needs • Assist with technical questions for customer RFPs • Actively seek out opportunities to develop new integrations and solutions to address gaps and deliver value to customers • Surface field insights to Product and Engineering as a formal feedback loop, translating enterprise customer pain into actionable product input • Co-present at Smartsheet Summits and customer-facing events on technical topics including governance, integrations, security, and advanced automations • Contribute to internal documentation, enablement materials, and "gotcha" guides to scale TSE knowledge across the SE organization

• Design, build, and maintain MuleSoft integrations across the API-led layers (System, Process, and Experience) • Lead integration architecture discussions and contribute to solution design alongside architects • Audit inherited integrations and propose corrections, including restructuring APIs that sit at the wrong architectural layer • Coach client integration teams on MuleSoft best practices, helping them move from ad-hoc patterns to sound API-led design • Mentor junior developers through pair programming, code reviews, and direct guidance • Write clean, well-documented, testable integration code with robust error handling, retry logic, and observability • Identify and resolve complex integration challenges across Salesforce, notification platforms, and other connected systems • Collaborate with Salesforce developers and QA to ensure end-to-end quality across integrated workflows • Translate public health workflows into reliable, scalable integration patterns • Contribute to code reviews with constructive, supportive feedback

Role Description Elastic is looking for a Director of Solution Architecture (Technical Sales) to lead the tactical and strategic direction of the Enterprise Solution Architects. This is a senior leadership position focused on overachieving revenue targets, delivering a world-class level of customer experience as well as recruiting, hiring, and developing an industry-leading technical leadership team. The candidate chosen for this role will work cross-functionally within Elastic and across the partner community to promote and influence strategic product direction, drive competitive differentiation, and nurture a transparent, collaborative presales community. This Solution Architecture leader will partner closely with sales leadership and customer success to build and reinforce durable customer relationships built on value realization and impactful, differentiated customer solutions. Qualified candidates will possess a strong growth mindset, lead from the front of their organization, translate corporate and sales vision into measurable results, act as an agent for change, and exemplify a customer-first attitude. Although Elastic is a distributed company, the ideal candidate would be located near one of our offices in San Francisco, Austin, New York City or Chicago. What You Will Be Doing - Lead the Enterprise Solution Architecture organization focused on driving high levels of engagement and performance. - Deliver consistent, foundational, and creative technical presales solutions needed to meet and exceed quarterly and annual sales targets. - Work closely with executive Sales leadership and Sales teams to develop strategic and technical territory and account plans, along with technical tools/programs to support sales campaigns and initiatives. - Lead performance and key talent, ensuring that we are taking the necessary actions to attract and retain top talent, further develop a rich and diverse workforce, and manage performance at all levels. - Jointly own customer success, leveraging best practices and focus to ensure your customers are successful in addressing their business challenges. - Evangelize the Elastic solutions in industry-recognized forums such as tradeshows and meetups. - Work collaboratively with support, product management, engineering, and other organizations to ensure alignment with your Eastern Regional team and provide process and product feedback, and resolve critical customer situations and ensure your organization is representing the voice of the customer to these organizations inside Elastic. - Be a thought leader to manage growth in the region and organization and be able to help identify areas for innovation and optimization that the growth opportunities create. Qualifications - 5+ years of Sales Engineering Leadership experience, including prior second-line experience as a Director leading first-line Managers and Individual Contributing SEs. - 7+ years of Sales Engineering individual contributor experience, or relevant industry experience as an individual contributor. - Experience working and a strong foundational knowledge in the following solution areas is strongly preferred. - Previous experience selling into the Fortune 100 type of strategic accounts. - Experience selling and working with pure cloud-based solutions and/or open source solutions. - Experience with Amazon Web Services (AWS), Google Cloud Platform (GCP) and/or Microsoft Azure is preferred, and Solution Architect level certifications are a bonus. - Experience working with ElasticSearch and/or any of Elastic’s technology solutions is preferred. - Technically curious, and able to articulate the value that technology brings to solving customer problems. - Previously led SE organizations larger than 50 people, and over $250M a year in quota coverage. - Proven executive communication skills – written and oral. Ability to communicate complex ideas cross-functionally across all levels both internally and externally. - Ability to lead diverse groups of people and able to challenge and develop the team to exceed their goals both personally and professionally. - Strong ability to inspire others, support an inclusive culture and role model for Elastic’s Source Code. - Travel will be required across the East Region as well as where the business requires it globally. Benefits - Competitive pay based on the work you do here and not your previous salary. - Health coverage for you and your family in many locations. - Ability to craft your calendar with flexible locations and schedules for many roles. - Generous number of vacation days each year. - Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service. - Up to 40 hours each year to use toward volunteer projects you love. - Embracing parenthood with minimum of 16 weeks of parental leave.

Company Description It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started. Join us to put AI to work for people. Job Description The OT Expert serves as the primary Operational Technology (OT) technical authority within the Customer Success organization, enabling customers, partners, and internal teams to maximize the value of Armis Centrix across complex industrial environments. This is an individual contributor role that partners closely with Technical Customer Success Managers (TCSMs), Product Management, Engineering, Sales, Support, partners, and customers to solve complex technical challenges, design scalable solutions, optimize customer outcomes, and influence the evolution of the Armis platform. Unlike traditional deployment or professional services roles, the OT Expert is engaged when deep technical expertise, sound engineering judgment, and strategic guidance are required. Whether recovering a struggling implementation, redesigning an architecture, solving complex visibility challenges, advancing a customer’s OT maturity, or influencing future product capabilities, the OT Expert is the trusted technical advisor for the organization’s most challenging customer engagements. Success in this role is measured not by the number of implementations completed, but by the ability to solve complex problems, enable customer success, and maximize the long-term value customers realize from Armis Centrix. Provide Expert Technical Leadership - Serve as the primary OT technical subject matter expert within Customer Success, providing deep technical guidance across all aspects of Armis Centrix in industrial environments - Partner with Technical Customer Success Managers, Product Management, Engineering, Sales Engineering, Customer Support, partners, and customers during complex engagements - Act as the technical escalation point for customer situations where standard methodologies or operational practices are insufficient Resolve Complex Customer Challenges - Lead investigations into technically challenging issues affecting customer environments, including architecture, passive monitoring, asset visibility, protocol decoding, network segmentation, scalability, integrations, data quality, and operational workflows - Identify architectural, operational, and process-related root causes and develop practical, scalable solutions - Improve both immediate customer outcomes and long-term operational success Design and Optimize OT Solutions - Review customer environments and recommend architectural improvements that enhance visibility, scalability, resilience, operational efficiency, and business value - Guide customers in designing effective monitoring strategies, sensor placement, network visibility architectures, and asset discovery methodologies - Help customers evolve from initial implementation toward mature, strategic adoption of Armis across their OT ecosystem Enable Customer Success Through OT Expertise - Advise customers on how Armis capabilities support OT and industrial initiatives, including asset discovery, lifecycle management, network segmentation, risk management, security posture, process monitoring, and compliance - Translate technical capabilities into measurable operational, security, and business outcomes Empower Internal Teams - Partner with Technical Customer Success Managers throughout the customer lifecycle, supporting architecture reviews, health assessments, technical workshops, and strategic engagements - Mentor internal teams on technical knowledge, architectural best practices, troubleshooting methodologies, and field lessons learned - Raise the overall technical capability of the Customer Success organization Influence Product Innovation - Act as the voice of the customer within Product Management and Engineering - Identify product limitations, capability gaps, and emerging industry requirements through direct engagement with complex OT environments - Collaborate on roadmap priorities and ensure platform enhancements address real-world customer needs Advance Technical Excellence - Develop reusable architectural guidance, implementation frameworks, troubleshooting playbooks, technical documentation, and best practices - Share expertise through internal enablement sessions, workshops, and knowledge-sharing initiatives - Represent Armis as a trusted OT technical expert during customer engagements and strategic discussions Qualifications Experience & Background - 8+ years of professional experience working within Operational Technology (OT), Industrial Control Systems (ICS), or Critical Infrastructure environments - Demonstrated expertise with OT asset visibility platforms such as Armis, Claroty, Nozomi, or equivalent technologies - Proven track record of designing, reviewing, and optimizing enterprise or industrial OT architectures - Strong understanding of industrial networking, passive monitoring architectures, OT communication protocols, and SPAN/TAP/packet acquisition strategies - Deep knowledge of industrial systems including PLCs, HMIs, SCADA, DCS, and manufacturing/utilities environments Preferred Qualifications: Problem-Solving & Execution - Proven ability to troubleshoot and resolve complex technical challenges within enterprise or industrial environments - Exceptional analytical and problem-solving skills with demonstrated ability to identify root causes across complex systems and develop scalable solutions - Experience leading technical investigations and escalations Communication & Collaboration - Excellent communication and presentation skills, with ability to engage both technical teams and executive stakeholders - Demonstrated ability to translate technical concepts into business outcomes and measurable impact - Proven experience collaborating effectively across Customer Success, Product Management, Engineering, Sales, Support, and customer organizations - - Expertise in asset discovery, visibility, lifecycle management, inventory accuracy, and contextualization - Proficiency in OT risk management, vulnerability prioritization, network segmentation, configuration integrity, and security posture improvement - Familiarity with industry standards and frameworks such as IEC 62443, ISA-95, Purdue Enterprise Reference Architecture, and NIST Cybersecurity Framework - Certifications such as GICSP, GRID, ISA/IEC 62443, CISSP, or OSCP. - Experience with patch management in OT environments. - Familiarity with integrating OT visibility tools with SIEM (e.g., Splunk, QRadar), CMDB, or SOC workflows. - Experience with RBVM or vulnerability tracking in ICS (Qualys, Tenable.ot, Rapid7, etc.). - Exposure to AppSec concepts and toolchains (optional, for hybrid environments). 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, 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 globaltalentss@servicenow.com 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. ©2026 Fortune Media IP Limited. All rights reserved. Used under license.