Head of Insurance Go to Market – AMS

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 Head of Insurance Go to Market (GTM) AMS a deep expertise 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 ServiceNow Insurance and related solutions to the Financial Services market. S/he will closely align with our account teams for several strategic Financial Services clients (existing and potential) to seed and develop strategic opportunities based on the relevant industry solutions.

S/he will serve as the main point of contact for related pursuits within the global 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 very mature and experienced 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 corporate Subject Matter Expert (SME) stakeholder.   

S/he will closely align with our core and solution account teams with a central focus on the Insurance sector (i.e., P&C Retail, Commercial, L&A and Brokerage) to seed, develop and help with closing strategic Insurance and related opportunities. S/he will utilize their existing broad and build where necessary, net new trusted relationships with customer and partner executives, partner with sales leaders, and be a highly impactful contributor to the revenue growth in our top Financial Services accounts globally.

This leader is ultimately responsible for 4 specific areas of responsibility, including:

1. Customer Focused Pipeline Development – introducing and educating executives and senior leaders to ServiceNow through leadership and participation with customers at industry events, industry business reviews, etc.  Partnering with account executives and their teams to progress focused customer pipeline by infusing industry expertise (solution, messaging, etc.) into account strategy. Help establish the perception of ServiceNow in Insurance globally, addressing core insurance business challenges.
2. 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.
3. 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.
4. Analyze, Drive & Report on The Business – analyzing the global insurance business to understand trends, opportunities, needs, KPI impact and movement against goals, and use that to feed/fuel customer efforts within this industry. Utilize data to influence / change behaviors to drive results and reinforce high-yield actions.  Close collaboration with our Product Teams to define the roadmap for future releases and capabilities to address the market.
5. Industry Strategy & Team Leadership Development – developing integrated sector / geo strategy, including goals, growth focus & investments, M&A pursuits.  Partnering across the organization with key stakeholders (product, marketing, sales, enablement, etc.) to ensure strategies are aligned and jointly prioritized.  Managing and prioritizing time across top customer opportunities, partnering with product on the Insurance FSO and related solutions for future development and to where we make industry investments.  A key member of the Insurance Pod as we drive into Insurance being a strategic focus for ServiceNow.

S/he is expected to “roll up their sleeves” and based on their extensive experience is equally comfortable devising a multi-year strategy to penetrate the global market while