ServiceNow Market Development Director – U.S. Federal

Guidehouse•Tysons, VA

3d•$226,000 - $376,000

About The Position

This position is a market development role supporting Guidehouse Federal. The ServiceNow Market Development Director is responsible for originating, developing, and closing net-new ServiceNow services opportunities across U.S. Federal agencies in collaboration with ServiceNow alliance, sales, capture, and delivery teams. This role focuses on driving pipeline growth, expanding Guidehouse’s federal ServiceNow footprint, and positioning the firm as a trusted partner for enterprise workflow, automation, and platform transformation.

Requirements

Bachelor’s degree from an accredited university or college
Minimum of ten (10) years of professional experience in federal consulting, technology services, or enterprise platform sales
Minimum of three (3) to five (5) years of ServiceNow services sales, alliance, or market development experience supporting U.S. Federal clients
Must be able to OBTAIN and MAINTAIN a Federal or DoD "PUBLIC TRUST"; candidates must obtain approved adjudication of their PUBLIC TRUST prior to onboarding with Guidehouse
Based on our contractual obligations, candidate must be located within the United States and US Citizen
Proven ability to originate, qualify, and close net-new federal business
Strong understanding of ServiceNow platform capabilities and the federal partner ecosystem
Experience navigating federal acquisition processes, contract vehicles, and procurement timelines
Ability to collaborate effectively with ServiceNow federal sales teams and internal stakeholders
Ability to travel up to 30–40% as required

Nice To Haves

Master’s degree or MBA
Experience supporting Federal Civilian, Department of Defense, or Intelligence Community clients
Experience contributing to federal capture strategies and proposal development
Established relationships with ServiceNow federal sales leadership or ecosystem partners
Experience across multiple ServiceNow product lines including ITSM, HRSD, SecOps, CSM, ITOM, and App Engine

Responsibilities

Build, maintain, and execute a federal market development and territory plan aligned to priority civilian, DoD, and/or IC agencies
Identify, qualify, and originate net-new ServiceNow services opportunities across federal clients
Shape, advance, and close ServiceNow services deals in coordination with federal sales, capture, contracts, and delivery teams
Develop and maintain trusted relationships with federal clients, system integrator partners, and ServiceNow federal sales representatives
Track competitive landscape and market trends related to ServiceNow, workflow automation, and federal IT modernization
Support federal pursuits including RFIs, RFPs, white papers, and capture strategies
Partner with marketing to support demand generation activities, events, and thought leadership
Represent Guidehouse at federal conferences, industry days, and ServiceNow-sponsored events
Maintain awareness of Guidehouse’s broader service offerings to support cross-sell and integrated solutions
Provide market intelligence and pipeline insights to practice and federal leadership

Benefits

Medical, Rx, Dental & Vision Insurance
Personal and Family Sick Time & Company Paid Holidays
Position may be eligible for a discretionary variable incentive bonus
Parental Leave and Adoption Assistance
401(k) Retirement Plan
Basic Life & Supplemental Life
Health Savings Account, Dental/Vision & Dependent Care Flexible Spending Accounts
Short-Term & Long-Term Disability
Student Loan PayDown
Tuition Reimbursement, Personal Development & Learning Opportunities
Skills Development & Certifications
Employee Referral Program
Corporate Sponsored Events & Community Outreach
Emergency Back-Up Childcare Program
Mobility Stipend