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Senior ServiceNow Solutions Architect – Fujitsu
Position Overview
- Ownership of ServiceNow targets and associated pipeline
- Thought leadership and expertise within digital transformation as it relates to the ServiceNow suite of products
- End-to-end ownership of the sell cycle for new logos, including:
- Creating pursuit plans
- Building compelling customer proposals
- Partnering with Account Executives to coach through the ServiceNow sales process & cycle, adding value and providing skills transfer
- Oversees business activities to ensure high standards of professional excellence among deal team members—providing "hands-on" leadership
- Sales leadership communication:
- Progress toward goals, sales tasks, and activities
- Clearly describes sales challenges and objections to leadership for support
- Strong ability to navigate the entire sales process, from lead generation to contract signatures
Key Responsibilities
Strategy & Execution
- Develop and maintain a sales plan for ServiceNow Solutions
- Align with Fujitsu’s Go-to-Market (GTM) strategy within the sales ecosystem
- Drive revenue-generating opportunities through trusted client relationships.
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Client Engagement & Positioning
- Engage with C-level executives by demonstrating ServiceNow fluency tailored to business challenges.
- Develop qualified pursuits, pursuit strategies, and win themes aligned with client needs.
- Educate account team leaders on Fujitsu’s ServiceNow value proposition and market positioning.
Collaboration & Growth
- Partner with ecosystem partners & alliances to execute Fujitsu’s ServiceNow offerings.
- Engage with industry leaders to position Fujitsu as a vertical leader in ServiceNow solutions.
- Lead sales training & education by participating in required technical & sales proficiency programs.
Reporting & Accountability
- Proactively communicate business status via CRM tools, Account Plans, and Pursuit plans.
Qualifications
Experience & Expertise Required
- Proven experience as a "hunter"—generating and closing ServiceNow pipeline.
- 3+ years selling ServiceNow licenses/professional services (or partnering with ServiceNow).
- Technical acumen in ServiceNow—must demonstrate deep understanding of its capabilities.
- Hands-on experience with existing ServiceNow client relationships (preferred).
- 3+ years in selling/business development in tech, professional services, or matrixed sales environments.
- Proven quota achievement for at least 3 contiguous years (goal/exceeding quota benchmark).
- Willingness to travel within a defined geographic area to support quota targets.
- Comfortable operating in a top-down matrix-managed structure.
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Education
- Bachelor's degree in business administration or technology (preferred) or equivalent experience.
Soft Skills
- Executive-level relationship management
- Strong strategic planning & collaborative execution in sales environments.
Additional Skills & Personal Traits
- Exceptional written/verbal communication—able to engage at C-level stakeholder level.
- Demonstrated advocacy skills in internal/external client relationships.
- Strong sales advocacy mindset, with aggressive appetite to exceed targets.
Equal Opportunity Commitment
All qualified applicants will receive consideration for employment without regard to race, gender, religion, sexual orientation, national origin, veteran status, or disability.
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Skills
Sales
ServiceNow
Business Development
Client Relationships
Sales Strategies
Technical Acumen
Communication
Leadership
Strategic Management
Education
Sales Process
Proposal Development
Market Penetration
Team Collaboration
CRM Tools
Pursuit Plans