Principal Solution Lead – ServiceNow

Unisys

Lead client engagements and develop solutions across ServiceNow and Freshworks platforms. Shape technical expertise for demonstrating value and generating leads.

Posted 7/3/2026full-timeMelbourne • 🇦🇺 AustraliaSeniorWebsite

Tech Stack

Tools & technologies

ITSMServiceNow

About the role

Key responsibilities & impact

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 organizations 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 organizational 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 organization.

Requirements

What you’ll need

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
Familiarity with sales methodologies (e.g., MEDDIC, Challenger, Solution Selling)
Ability to lead workshops and shape solutions collaboratively with clients
Baseline security clearance is required for this role
ServiceNow certifications - CSA, CIS, and CTA.
Minimum 8 Years Prior experience in consulting or professional services environments.

Benefits

Comp & perks

Equal opportunity employer that considers all qualified applicants without regard to age, 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.
Providing for all those who seek to express interest in employment the opportunity to participate without barriers.

ATS Keywords

✓ Tailor your resume

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

Solution ArchitectureBusiness DevelopmentTechnical WorkshopsProof of Value (PoV) DevelopmentMigration Playbook CreationSales Methodologies (MEDDIC, Challenger, Solution Selling)RFP Response ManagementStatement of Work (SOW) DraftingITSM Platforms (Freshworks, BMC Helix, Cherwell)Project Execution Oversight

Soft Skills

Excellent CommunicationPresentation SkillsClient Relationship ManagementCollaborationProactive Sales Activities

Certifications

ServiceNow Certified System Administrator (CSA)ServiceNow Certified Implementation Specialist (CIS)ServiceNow Certified Technical Architect (CTA)