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

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

📋 Description

• Oversee, guide, and mentor a worldwide team of OT Solution Consultants.

• Assess Solution Consultants utilizing a skills framework that encompasses OT and ICS technical expertise, asset visibility and exposure management, demonstrations, discovery, business value communication, and AI proficiency.

• Create individual development plans, identify coverage deficiencies, suggest staffing and role modifications, and assist in hiring, bench strength, and succession planning.

• Collaborate with Sales Leadership, Enablement, and Talent teams on performance and talent development.

• Establish performance objectives, monitor progress, and cultivate a collaborative, high-performance culture.

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

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

• Mentor Solution Consultants to effectively position 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.

• Offer 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 heads, and architects to comprehend requirements, constraints, regulatory pressures, and business outcomes.

• 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 regarding features, competitive gaps, and market needs.

• Create technical content, case studies, and field-ready tools in collaboration with Marketing and Enablement.

• Coordinate with Services, Partners, and Customer Success throughout the implementation transition.

• Monitor the OT security competitive landscape and emerging industrial technologies.

• Identify process enhancements and best practices to scale Solution Consulting.

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

⛳️ Requirements

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

• Demonstrated expertise 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, setting benchmarks, and coaching for improvement.

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

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

• Practical experience with generative and agentic AI in your own work, and a proven history of promoting AI adoption within a team.

• Exceptional communication and presentation skills for both technical and executive audiences.

• Strong customer orientation and ability to build relationships with senior stakeholders.

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

• Proactive, self-motivated attitude in a fast-paced, dynamic environment.

• Willingness to travel approximately 40% of the time.

🏝️ Benefits

• Equity when applicable.

• Variable or incentive compensation.

• Health plans.

• Flexible spending accounts.

• 401(k) Plan with company match.

• Employee Stock Purchase Plan (ESPP).

• Matching donations.

• Flexible time away plan.

• Family leave programs.