AVP, Insurance

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

What you get to do in this role: 

• Experience driving relationships within the Insurance industry, build relationships and influence the C-suite enterprise agenda 

• Continue to scale and grow a territory by meeting and exceeding an assigned team quota  

• Execute on both vertical and horizontal sales strategies  

• Manage and lead a team of three to five 1st line sales managers who have five to seven individual contributors (Senior Account Executives) reporting to them.  

• Empower and guide your team to build strategic account plans that focus on longer term joint success of ServiceNow and the customer  

• Leverage a matrixed sales structure  

• Work with solution consulting, professional services, product line sales experts  

• Manage your team talent development and consistent recruiting practices  

• Be a trusted advisor and leader who sets a high-bar, leading from the front  

• Establish and nurture relationships at the highest levels of organizations  

• Manage accurate forecasting and communications on a daily basis  

• Drive customer success practices across your area  

Qualifications

To be successful in this role, we need someone who has:

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry. 

• 10+ years’ experience managing a team of field-based sales representatives in a matrixed sales environment in the enterprise software space to enterprise customers (over 5,000 employees)  

• Strong experience managing multi-tiered customer relationships; demonstrated ability to coach and mentor  

• A consistent track record of meeting and exceeding team quotas selling to large accounts (20,000+ employees)  

• Experience attracting, retaining, and developing high performing, high potential talent through assessing, selecting, onboarding, coaching, and developing  

• Superior knowledge and demonstrated skills of sales techniques, customer interaction, customers relations  

• Strong forecasting and reporting capabilities  

• A proven and consistent track record selling to large enterprise level customers and established relationship at the C-suite level  

• Distinctive executive presence with C-suite leaders across a variety of functional domains (e.g., HR, Finance, Operations, IT, Customer Service, Group P&L leaders) with demonstrated ability to sponsor customer accounts to grow the business  

• Prowess at building distinctive, long-term relationships, both with customers and internal stakeholders, with an emphasis on alignment, shared goal development and clear communication  

• Demonstrated ability to leverage analytics and insights to significantly change the trajectory of a business based on a data-driven approach to aligning stakeholders  

• Strong track record of reaching across the aisle in highly matrixed organizations to build relationships, establish alignment and get things done in a collaborative manner  

• Global experience with both customers and teams  

• Core alignment with ServiceNow values, including Win as a Team, Humble & Hungry, and Wow the Customer – reputation for operating with integrity, honesty and curiosity  

• Ability to travel up to 50% of the time, globally  

JV20

For positions in this location, we offer a base pay of $190,950 - $315,100, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pa