Senior Manager, Solution Consulting – OT, Cyber-Physical Systems

This is a fully remote position, open to applicants in New York.

📋 Description

• Lead, oversee, and mentor an international team of OT Solution Consultants

• Offer coaching, constructive feedback, career development, and talent assessment

• Establish technical pre-sales strategy and performance objectives

• Create individual development plans while identifying coverage gaps, staffing requirements, and succession strategies

• Exemplify AI-native methodologies in account research, discovery preparation, demo and proof-of-value design, proposal assistance, pipeline evaluation, and team coaching

• Develop reusable AI resources, such as prompts, agents, skills, demo scripts, and playbooks

• Guide Solution Consultants in effectively positioning the ServiceNow AI platform and its agentic capabilities for OT, security, and operations buyers

• Collaborate with Account Executives, Armis and Veza specialists, and OT sales leadership to qualify, shape, and secure complex OT/CPS opportunities

• Provide technical leadership through discovery sessions, demonstrations, proofs of value, RFP responses, and executive presentations

• Cultivate expertise in the OT/CPS portfolio and link it to ServiceNow ITOM, Security and Risk, workflow capabilities, and Armis OT visibility and security

• Assist in defining go-to-market strategies, vertical approaches, and sales materials

• Engage with CISOs, OT security leaders, plant and operations executives, and architects

• Advise clients on OT security, compliance, and risk mitigation

• Conduct customer site visits, workshops, executive briefings, demonstrations, and proofs of value

• Provide field insights to Product Management

• Collaborate with Marketing and Enablement on technical content, case studies, and field-ready resources

• Coordinate with Services, Partners, and Customer Success for a seamless transition to implementation

• Monitor the OT security competitive landscape and emerging industrial technologies

• Identify opportunities for process enhancements and best practices

• Report team performance, coverage, and AI adoption metrics to senior leadership

⛳️ Requirements

• Bachelor's degree in a technical discipline (e.g., Computer Science, Engineering) or equivalent professional experience

• Demonstrated experience in solution consulting, sales engineering, or technical sales, ideally within cybersecurity, OT/ICS security, or industrial technology

• Experience in managing and developing technical pre-sales teams, including talent assessment, standard-setting, and coaching for improvement

• Extensive knowledge of OT/ICS environments, protocols, and architectures, including the Purdue model and segmentation, along with OT security and asset visibility

• Familiarity with OT regulatory and standards frameworks (NIS2, NERC CIP, IEC 62443, CIRCIA, etc.)

• Direct experience using generative and agentic AI in your work, along with a proven record of fostering AI adoption within a team

• Excellent communication and presentation skills suitable for both technical and executive audiences

• Strong customer orientation and ability to cultivate relationships with senior stakeholders

• Analytical mindset, capable of leveraging data and metrics to inform decisions

• Proactive, self-motivated approach in a fast-paced and dynamic environment

• Willingness to travel up to 40% of the time on average

🏝️ Benefits

• Equity when applicable

• Variable or incentive-based compensation

• Health insurance plans

• Flexible spending accounts

• 401(k) Plan with company matching

• Employee Stock Purchase Plan (ESPP)

• Matching donations

• Flexible time-off policy

• Family leave programs