Sr. Manager, Solution Consulting (OT / Cyber-Physical Systems) (Armis/Veza)

Sr. Manager, Solution Consulting (OT / Cyber-Physical Systems) (Armis/Veza)

As a Sr. Manager, Solution Consulting (Operational Technology and Cyber-Physical Systems, OT/CPS), you will lead a global team of Solution Consultants focused on ServiceNow's OT/CPS portfolio, including Armis OT visibility and security, Cyber Asset Security, and USEM for OT. This is a player-coach role: you will set the technical pre-sales strategy, develop a high-performing team, and personally engage in the most strategic customer opportunities.

Success in this role means scaling ServiceNow's OT/CPS business by building a world-class solution consulting team, improving the quality and consistency of technical sales execution, and helping customers connect industrial operations, cyber risk, and business impact across complex environments.

Team leadership and talent evaluation

• Lead, manage, and mentor a global team of OT Solution Consultants, providing coaching, feedback, and career development.
• Evaluate Solution Consultants against a consistent skills framework that measures OT and ICS technical depth, asset visibility and exposure management expertise, demo and storytelling craft, discovery quality, business value articulation, and AI fluency.
• Use those assessments to build individual development plans, identify coverage gaps, recommend staffing and role changes, and inform hiring, bench strength, and succession planning.
• Partner with Sales Leadership, Enablement, and Talent teams to calibrate expectations, recognize top performance, and address underperformance early.
• Set performance goals, track progress, and foster a collaborative, high-performance culture across the broader Solution Consulting community.

AI-native leadership

• Model AI-native ways of working in account research, discovery preparation, demo and proof-of-value design, proposal support, pipeline inspection, and team coaching.
• Set clear expectations that every SC uses AI to improve the quality, speed, and consistency of their work, and measure adoption through practical indicators such as reusable assets created, preparation quality, demo effectiveness, and time saved.
• Build and share reusable AI assets, including prompts, agents, skills, demo scripts, and playbooks, that scale OT/CPS expertise across regions and verticals.
• Coach SCs to position the ServiceNow AI platform and agentic capabilities credibly with OT, security, and operations buyers, including AI governance and safety in industrial environments.
• Stay current on AI developments and bring practical improvements to how the team sells, demonstrates, and delivers value.

Sales support and strategy

• Partner with Account Executives, Armis and Veza specialists, and OT sales leadership to qualify, shape, and win complex OT/CPS opportunities.
• Provide technical leadership through discovery, demonstrations, proofs of value, RFP responses, and executive presentations.
• Develop deep expertise in the OT/CPS portfolio and explain how it connects to ServiceNow ITOM, Security and Risk, workflow capabilities, and Armis OT visibility and security in customer-specific use cases.
• Help define go-to-market plays, vertical strategies (energy and utilities, manufacturing, life sciences, oil and gas, transportation), and sales collateral.

Customer engagement

• Engage directly with CISOs, OT security leaders, plant and operations leaders, and architects to understand technical requirements, operational constraints, regulatory pressures, and the business outcomes customers need to achieve.
• Act as a trusted advisor on OT security, compliance, and risk reduction, including frameworks such as NIS2, NERC CIP, IEC 62443, and CIRCIA.
• Conduct customer site visits, workshops, and executive briefings, and deliver demonstrations and proofs of value that connect technical capabilities to risk reduction, operational resilience, and measurable business impact.

Cross-functional collaboration

• Provide structured field feedback to Product Management on features, competitive gaps, and market demand.
• Work with Marketing and Enablement to develop technical content, case studies, and field-ready tools.
• Coordinate with Services, Partners, and Customer Success for a smooth transition from sale to implementation.

Continuous improvement

• Track the OT security competitive landscape and emerging industrial technologies.
• Identify process improvements and best practices to scale the Solution Consulting function.
• Report on team performance, coverage, and AI adoption to senior leadership.

To be successful in this role you have:

• A bachelor's degree in a technical field (e.g., Computer Science, Engineering) or equivalent work experience.
• Proven experience in solution consulting, sales engineering, or technical sales, preferably in cybersecurity, OT/ICS security, or industrial technology.
• Experience managing and developing technical pre-sales teams, including assessing talent, setting standards, and coaching to improve.
• Deep 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.).
• A demonstrated AI-native mindset: hands-on use of generative and agentic AI in your own work, and a track record of driving AI adoption on a team.
• Excellent communication and presentation skills for both technical and executive audiences.
• A strong customer focus and the ability to build relationships with senior stakeholders.
• An analytical mindset, with the ability to use data and metrics to drive decisions.
• A proactive, self-driven approach in a fast-paced, dynamic environment.
• Willingness to travel up to 40% of the time on average.