ServiceNow Sales & Capability Development Associate
Entry-Level Role | Sales Development, Solution Consulting & ServiceNow Capability Building
Tata Consultancy Services (TCS) is a global leader in IT services, consulting, and business solutions with operations in 55+ countries and over 600,000 associates worldwide. TCS North America partners with leading organizations to deliver innovative, AI-driven, and digital transformation solutions across industries.
Role Overview
We are seeking motivated individuals who are interested in building a career at the intersection of enterprise technology, consultative sales, and customer value creation. The ServiceNow Sales & Capability Development Associate will learn the ServiceNow platform, understand customer business challenges, and support sales teams in identifying opportunities, shaping solutions, developing proposals, and engaging clients. This role combines structured technical and business learning with hands-on exposure to sales pursuits and capability-building initiatives.
Key Responsibilities
Sales Support
• Assist in market research, account mapping, lead identification, opportunity qualification, pipeline tracking, and preparation for customer meetings.
Customer Discovery
• Support discovery sessions by documenting business challenges, stakeholder needs, current processes, and expected outcomes.
Solution Positioning
• Learn to connect ServiceNow capabilities with customer priorities and contribute to value propositions, presentations, proposals, and responses to requests for information or proposals.
Demonstrations and Storytelling
• Work with solution consultants to prepare use cases, demonstration scripts, industry scenarios, and customer-focused narratives.
Capability Building
• Complete assigned ServiceNow learning paths, internal boot camps, sales enablement programs, and relevant certifications within defined timelines.
Knowledge Assets
• Create and maintain reusable pitch decks, case-study summaries, battle cards, solution briefs, competitor insights, and industry-specific sales content.
Collaboration
• Coordinate with sales, presales, delivery, alliances, marketing, and subject-matter experts to support pursuits and capability-development activities.
Continuous Improvement
• Track feedback, emerging trends, and lessons from pursuits to improve sales assets and team readiness.
Learning & Development Pathway
• ServiceNow platform fundamentals, product portfolio, workflows, and common enterprise use cases.
• Consultative selling, customer discovery, objection handling, negotiation fundamentals, and executive communication.
• Industry and domain learning across areas such as IT service management, customer service, employee workflows, operations, security, and creator workflows.
• Proposal development, business-value articulation, presentation skills, and demonstration readiness.
• Mentoring, shadowing of customer engagements, practice pitches, and periodic capability assessments.
Eligibility & Qualifications
• Bachelor’s or Master’s degree in Engineering, Computer Science, Information Technology, Business Administration, Management, Commerce, Economics, or a related discipline.
• Recent graduate or candidate with up to one year of relevant experience.
• Strong academic foundation and demonstrated interest in enterprise technology, consulting, or sales.
• Good written and verbal communication skills, with the ability to structure ideas clearly.
• Comfort with presentation tools, spreadsheets, research, and data interpretation.
• Willingness to learn the ServiceNow platform and complete assigned certifications.
Preferred Skills & Competencies
• Customer orientation and curiosity about business problems.
• Commercial mindset with an interest in sales, revenue growth, and value-based conversations.
• Analytical thinking and the ability to translate information into concise insights.
• Confidence in presenting, collaborating, and working with diverse stakeholders.
• Ownership, adaptability, resilience, and a proactive learning mindset.
• Basic understanding of cloud platforms, enterprise applications, workflows, or IT service concepts is an advantage.
Success Measures
• Timely completion of learning milestones and assigned certifications.
• Quality and accuracy of sales research, presentations, proposals, and knowledge assets.
• Contribution to opportunity development, customer meetings, and pursuit execution.
• Improvement in product knowledge, presentation readiness, and consultative-selling capability.
• Positive feedback from mentors, sales leaders, solution consultants, and internal stakeholders.
Career Progression
Based on performance, capability, and business requirements, successful professionals may progress into roles such as ServiceNow Sales Specialist, Business Development Executive, Solution Consultant, Presales Analyst, Alliance Sales Associate, or Industry Solutions Analyst.
