As an Advisory Solution Consultant on our Federal defense team, you'll be the technical expert and trusted advisor on strategic ServiceNow Security (Armis, Veza, Risk) engagements. You'll support Department of Defense and Federal System Integrator prospects in uncovering the value and demonstrating operational impact of ServiceNow Security solutions. Working hand-in-hand with our sales team, you'll guide deals from discovery through proof of value, positioning AI-powered visibility and security posture improvements that turn operational challenges into mission advantage.  What you’ll do:  * Lead technical discovery to understand Federal customers' security challenges, compliance mandates, and existing asset landscapes, then map ServiceNow Security solutions to customer outcomes.  * Deliver compelling, tailored product demonstrations and technical deep dives that show prospects exactly how our AI-driven solutions deliver actionable visibility into IT/IoT/OT networks, managed IT, cloud infrastructure, and cross-domain security.  * Design, deploy, and manage proof-of-value engagements in live federal environments, from initial data collection through analytics validation, measuring tangible security posture improvements and operational wins.  * Partner with your Sales counterpart to guide complex opportunities from qualification through close, providing technical credibility and strategic positioning at every milestone.  * Support high-impact marketing and sales activities including trade shows, executive briefings, customer webinars, and industry events, representing ServiceNow as a technical authority on Federal security modernization.  * Provide feedback to product management on federal customer requirements, compliance gaps, and market differentiation opportunities that can drive product enhancements.  * Share battle-tested technical assets, use cases, and best practices with the broader Solution Consulting team, raising the collective quality and efficiency of every engagement.  * Stay current on competitive positioning, federal IT security trends, intelligence community emerging threats, and new Armis and Veza capabilities.  Experience:  * 5+ years of pre-sales solution consulting, sales engineering, or solutions architecture experience, ideally in cybersecurity, network security, or IT operations.  * Direct experience selling to or supporting Federal, DoD, or Federal System Integrator customers.  * Ability to learn and articulate complex technical concepts, translating them into business impact for C-suite and technical audiences alike.  * Demonstrated expertise with enterprise cybersecurity solutions, vulnerability management, detection and response, cloud security platforms, agentless security solutions, network traffic analysis, or behavioral threat detection.  * Technical depth in Linux, virtualization, cloud platforms (AWS/Azure/GCP), and utility scripting (Python).  * Strong understanding of network architecture, IT/IoT/OT environments, cloud infrastructure, and endpoint security landscapes.  * Exposure to AI and machine learning in a security context, AI-driven detection and analytics, agentic automation, or securing and governing AI systems and agents.  * Knowledge of CMMC, FedRAMP, NIST, STIG, CSfC, or other federal compliance and security frameworks.  * Background in IT/IoT/OT security, industrial control systems, critical infrastructure, or utility networks.  * Excellent communication skills, written and verbal, with the ability to build credibility quickly with federal customers and internal stakeholders.  * Ownership mindset: comfortable taking full responsibility for deal success and navigating ambiguity in federal sales cycles.  Education:  * BS degree in Computer Science, MIS, or equivalent experience required.  Travel:  * Up to 40% to support key customer engagements, trade shows, and field support in assigned territories.  Clearance:  * Existing Top Secret clearance (ideal) or ability to obtain a Top Secret clearance.  For positions in this location, we offer a base pay of $168,750 - $200,000, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location. Work Personas We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service. Equal Opportunity Employer ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity,  veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.   Accommodations We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact globaltalentss@servicenow.com for assistance.  Export Control Regulations For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.  From Fortune. ©2026 Fortune Media IP Limited. All rights reserved. Used under license.