ServiceNow Integrated Risk Management (IRM) - Presales Consultant

Job Role - ServiceNow IRM Presales Consultant

Practice - Integrated Risk Management (IRM / GRC)

Reports to - Head of Presales or IRM Practice Lead

Location - London, hybrid, with client and ServiceNow office travel across UK and EMEA

Employment type - Permanent, full time

About Kaptius

Kaptius is a pure-play ServiceNow trusted Partner, founded in 2019 and headquartered in London, with delivery hubs in Hyderabad and the UAE. Our team of around 130 specialists serves clients across the UK, EMEA and the Middle East. We are known for Certified Master Architect (CMA) led governance, CSDM as the value spine of every implementation, outcome-based delivery, and practical use of AI and agentic workflows, both to accelerate our own delivery and as a capability we build for clients.

The role

The IRM Presales Consultant is the solution lead for our risk and compliance pursuits. You will shape opportunities from first conversation to signed SOW, turning client risk, compliance and resilience challenges into credible ServiceNow IRM solutions, compelling demonstrations and well-scoped proposals. You will partner with Kaptius sales leadership, the ServiceNow field team and our IRM Delivery Architects, so that what we propose is both commercially compelling and genuinely deliverable.

Key responsibilities

• Discovery: Lead discovery sessions with risk, compliance, audit, security and resilience stakeholders to understand drivers, maturity, regulatory pressure and desired outcomes.
• Solution shaping: Design target IRM solutions and phased roadmaps across Policy and Compliance, Risk, Audit, Third-party Risk, BCM, Operational Resilience and Privacy.
• Demonstrations: Build and deliver tailored demos and proofs of value on Kaptius and ServiceNow demo instances, telling a clear outcome-led story rather than a feature tour.
• Proposals and RFPs: Author solution sections of proposals and RFP / RFI responses, including scope, assumptions, approach, dependencies and risks.
• Estimation: Produce effort estimates and resource plans with Delivery Architects, and support commercial models including fixed price and outcome-based delivery.
• Regulatory narrative: Articulate how ServiceNow IRM supports obligations such as DORA, NIS2, UK FCA/PRA operational resilience, ISO 27001 and GDPR, and where platform limits sit.
• Value case: Build business cases and value hypotheses covering efficiency, risk reduction, audit readiness and the benefit of a shared CSDM-based data foundation with ITSM, SecOps and ITAM.
• Partner alignment: Work with ServiceNow AEs and solution consultants on account plans, licensing scope and joint pursuits.
• Handover: Ensure a clean, documented handover from presales to delivery so commitments made in the sale are understood and owned.
• Thought leadership: Contribute to IRM offerings, webinars, blogs, event content and reusable demo assets, including AI-enabled IRM use cases.

Essential experience and skills

• Typically 5+ years in ServiceNow, with at least 2 years in a presales, solution consulting or lead consulting role focused on IRM / GRC.
• Strong functional knowledge of ServiceNow IRM modules and the ability to configure and run convincing demos yourself.
• Solid grounding in risk management, compliance and audit concepts, and the language used by risk and audit professionals.
• Proven track record writing winning proposals and RFP responses, and estimating implementation effort credibly.
• Excellent presentation, storytelling and stakeholder skills, from practitioners up to board-level risk owners.
• Commercial awareness: understanding of ServiceNow IRM licensing and how scope, phasing and pricing interact.
• Able to manage several concurrent pursuits and meet tight bid deadlines.

Desirable

• Prior delivery experience on ServiceNow IRM implementations, giving you a realistic view of what it takes to deliver.
• Experience selling into financial services, public sector, multilateral or other regulated organisations.
• Knowledge of adjacent ServiceNow products such as Security Operations, ITAM, ITOM and CSDM.
• Familiarity with Now Assist, AI governance or EU AI Act positioning.
• Professional credentials such as CRISC, CISA, CISM, IRM Certificate or ISO 27001 Lead Implementer.

Certifications

• Required: ServiceNow Certified System Administrator (CSA).
• Strongly preferred: Certified Implementation Specialist, Risk and Compliance; ServiceNow sales or presales accreditations.

Key relationships

• Internal: Sales and Account Directors, IRM Practice Lead, Delivery Architects, Engagement Managers, Marketing.
• External: Client risk, compliance, audit and resilience leaders; procurement; ServiceNow AEs, solution consultants and alliance teams.

What we offer

• Work with a CMA-led architecture community and a pure-play ServiceNow Elite Partner
• Funded ServiceNow certification and learning path, including AI and agentic workflow enablement
• Exposure to regulated clients across financial services, multilateral institutions and the wider enterprise
• Competitive salary and benefits package [to confirm]
• Hybrid working with flexibility around client commitments

Equal opportunities

• Kaptius is an equal opportunities employer. We welcome applications from all backgrounds and will make reasonable adjustments throughout the recruitment process. Please let us know if you need any support.