Company Description
It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.
Job Description
The Global Head of Insurance Go to Market (GTM) is a role that operates together with ServiceNow’s customer-centric industry transformation sales teams as well as core functions within the firm (i.e., marketing, product, customer success & implementation partners, etc.) to identify and localize the ServiceNow Insurance solutions to the global market (with a focus on Americas) and to specific customers / buying centers. S/he will closely align with our account teams in several strategic Insurance clients to seed and develop strategic opportunities based on Insurance industry solutions.
S/he will serve as the main regional point of contact for the Global Insurance market connecting with more senior and C-suite stakeholders, taking our messaging, communications and experience to the next level with an industry-based lens in their language, and considering their challenges and needs. The ideal candidate brings a grounded point of view, is visionary with the art of the possible, is fact-based and objective in his/her orientation and communication and serves as the key Subject Matter Expert (SME) stakeholder.
This leader is ultimately responsible for 4 specific areas of responsibility, including:
- Customer Focused Pipeline Development – operate as the industry expert for Insurance, introducing and educating executives and senior leaders to ServiceNow through leadership and participation with customers at industry events, executive business reviews, etc. This activity should directly lead to new pipeline creation.
- Sales Oriented Pipeline Progression – Partnering with account executives and their teams to progress pipeline by infusing industry expertise (solution, messaging, etc.) into account strategy, forming relationships with key buying center executives, and helping shorten deal lifecycles by helping the team highlight the business value and competitive differentiators.
- Partner Development & Execution – leading priorities with select (top 3-4) partners to support in industry leadership positioning, enablement and customer development. Focus should be an accelerant for customer focused pipeline priorities.
- Analyze, Drive & Report on The Business – analyzing the regional business to understand trends, opportunities, needs, KPI impact and movement against goals, and use that to feed/fuel customer efforts within this sector. Utilize data to influence / change behaviors to drive results and reinforce high-yield actions.
- Leadership & Strategy – ability to unite a global direct and cross-functional team around a compelling strategy that drives substantial growth and meaningfully opens whitespace in Lines of Business.
S/he is expected to “roll up their sleeves” and is equally comfortable devising a multi-year strategy to penetrate the local market while also updating a tracker with the status of existing opportunities and key areas of pursuit. S/he thrives in a high growth, fast-paced environment, and can maintain a ‘north star’ point of view despite managing the urgent requests of a given day.
A typical day involves equal parts brainstorming on how to go to market in region more effectively; attending high-value marketing events operating as an obvious Insurance SME; participating in c-suite engagement opportunities; working with Industry leaders and Marquee/Big Bets account teams on specific customers; and regularly meeting with key partner Insurance leaders driving mature relationships that support opportunities and driving future pipeline.
Qualifications
- 15+ years of experience in Insurance with proven success in guiding strategy, operations and day to day functions within an insurance company.
- 5+ years of Enterprise Platform Software selling into Insurance organizations as a subject matter expert or in a business development, business consulting, solution consulting, or similar capacity.
- Experience building and leading high performing teams.
- Exceptional written and verbal communication skills – strategic, top down, concise.
- Ability to develop trusted advisor relationships with customers and sales organizations; demonstrated ability to advise and influence senior leaders, multiple teams / departments on strategy, messaging and customer engagement.
- Experience producing thought leadership content and communications for an international audience.
- Resourceful, self-motivated and able to prioritize independently shifting workloads in a dynamic, high growth environment.
- Agile business mind; adept ability to work in a matrix organization structure with a highly distributed team, leading through influence and relationship-building.
- Advanced skill level in designing and building in MS Powerpoint and Excel.
- Business application software product marketing, sales or delivery experience is preferred over infrastructure experience.
- Ability to achieve revenue growth and solution revenue growth targets for their overall region and accounts, in partnership with the direct account sales teams.
- Understanding of key repeatable industry use cases in Insurance.
- Superior organizational skills with ability to effectively prioritize.
- Ability to travel up to 60% of the time.
- Bachelors and/or Masters degree in Business, Technology or related fields.