BENGALURU · FULLTIME
Principal Presales Solution Architect - ServiceNow ESM
Unisys
Bengaluru · onsite · Posted 12d ago
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Section · 01
About this role
Principal Presales Solution Architect - ServiceNow ESM
Location: Bangalore/ Hyderabad (Hybrid)
Experience: 15 - 20 years
Key Responsibilities:
This role is responsible for shaping solutions, leading client engagements, and supporting the sales cycle through technical expertise, innovation, and proactive sales activities across the ServiceNow and Freshworks platforms.
- Collaborate closely with SE, CE, CDE & CTO organisations to develop and execute account strategies.
- Identify, qualify, and nurture new business opportunities within existing and prospective clients.
- Create pursuit kits to support sales engagements and drive pipeline growth.
- Develop and deliver repeatable Proof of Value (PoV) engagements and compelling product demonstrations tailored to client needs.
- Design and implement accelerators to demonstrate value and innovation across the ServiceNow, Freshworks and EasyVista platforms.
- Create migration playbooks, focusing on transitions from platforms such as ServiceNow, BMC Helix, and Cherwell.
- Own and complete RFP responses, ensuring alignment with client requirements and sales objectives.
- Draft Statements of Work (SOWs) for client projects.
- Lead client-facing elements of projects, including technical workshops, solution shaping, and pricing.
- Actively participate in marketing events, webinars, and industry forums to promote Unisys ESM solutions and generate leads.
- Build and maintain strong client relationships at multiple organisational levels, acting as a trusted advisor.
- Provide feedback to product and marketing teams based on client and market insights.
- Oversee project execution by the ESS delivery organisation.
Required Skills & Experience:
- Strong technical understanding of the ServiceNow platform.
- Proven track record in pre-sales, solution architecture, and business development roles.
- Ability to create technical assets such as PoVs, accelerators, and migration playbooks.
- Excellent communication, presentation, and client engagement skills.
- Experience with ITSM platforms including Freshworks, BMC Helix, and Cherwell.
- Ability to articulate business value and ROI of ESM solutions to both technical and non-technical stakeholders.
- Experience building and maintaining strong client relationships.
- Familiarity with sales methodologies (e.g., MEDDIC, Challenger, Solution Selling).
- Ability to lead workshops and shape solutions collaboratively with clients.
Key Performance Indicators (KPIs):
- Influenced and sourced Total Contract Value (TCV).
- Win performance and conversion rate of PoV projects to fully scoped and funded engagements.
- Pipeline generation and qualification targets.
- Number of client meetings, demos, and workshops delivered.
- Contribution to upsell/cross-sell opportunities and customer retention rates.
- Client satisfaction scores related to pre-sales engagements.
Preferred Qualifications:
- ServiceNow certifications - CSA, CIS, and CTA.
- ServiceNow CMA.
- BMC Helix ITSM Implementation Specialist.
- BMC Certified Expert / Architect.
- Experience with other ITSM platforms (BMC, Freshworks, Cherwell, EasyVista).
- Minimum 8 Years Prior experience in consulting or professional services environments
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Section · 02
Skills
Section · Company
About Unisys
Unisys
Blue Bell
US
About
Unisys India was established in 2004 in Bangalore. We have strengthened tremendously in terms of headcount and infrastructure, as well as capabilities to become an integral part of the Unisys global delivery organization. Today, we have three state-of-the-art facilities - two in Bangalore and one in Hyderabad.
At Unisys India you will see a representation from most functions of Unisys. Be it product development for Systems & Technology, application design and migration for Global Industries, service desk / enterprise computing / ITIL processes / field operations back office for GOIS or extensions of various Unisys corporate functions. We are here today because of our relentless efforts towards timely, quality and cost efficient deliveries, all meant to drive a high level of customer satisfaction at a compelling cost.
A unique blend of mature processes, high focus on tools and, above all a team of highly talented and motivated employees play a critical role in making this possible. We are poised to play an increasingly important role in Unisys journey towards predictable and profitable growth. You could be a part of this change. Imagine It. Done.
For more information, visit http://www.unisys.com
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