What success looks like in this role:

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 Service Now 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 Service Now, Freshworks and Easy Vista platforms.
- Create migration playbooks, focusing on transitions from platforms such as Service Now, 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.

#LI-ND1

You will be successful in this role if you have:

Required Skills & Experience

- Strong technical understanding of the Service Now 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

- Essential:
- Service Now certifications - CSA, CIS, and CTA.
- Desirable:
- Service Now CMA.
- BMC Helix ITSM Implementation Specialist.
- BMC Certified Expert / Architect.
- Experience with other ITSM platforms (BMC, Freshworks, Cherwell, Easy Vista).
- Minimum 8 Years Prior experience in consulting or qualified services environments.

Unisys is proud to be an equal opportunity employer that considers all qualified applicants without regard to age, blood type, caste, citizenship, color, disability, family medical history, family status, ethnicity, gender, gender expression, gender identity, genetic information, marital status, national origin, parental status, pregnancy, race, religion, sex, sexual orientation, transgender status, veteran status or any other category protected by law.

Local employment practices and rights may vary by jurisdiction and are subject to applicable local laws. This commitment includes our efforts to provide for all those who seek to express interest in employment the opportunity to participate without barriers.

📌 Principal Presales Solution Architect - ServiceNow ESM (India)
🏢 Unisys
📍 India