Global Head of Insurance GTM

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.   

S/he will closely align with our core and solution account teams across Insurance (i.e., Property & Casualty Commercial and Personal Lines, Life, Group Benefits), to seed and develop strategic opportunities based on Insurance industry solutions. S/he will build trusted relationships with customer and partner executives, partner with sales leaders, and be a significant contributor to the revenue growth in our top Insurance accounts across the region.

 

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

1. 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.
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 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.
5. 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.  Over time, this implies the ability to embed a new industry, customer-centric muscle and experience set in a consistent, scalable way. 

Key partners in this role are:

• Industry & Field Marketing
• Local Field Sales & Account Management Leaders
• Marquee Account Teams
• Global Partner & Channel Teams
• Other Industry GTM Leads

S/he will maintain a pulse on broader ServiceNow and Global Sales priorities, programs, and communications, and advise on ideal messaging, channels and approaches with the goal of delivering the best possible solution for customers.  We're looking for a high-energy, relationship building and empathetic partner who has a business building mindset and is a remarkable communicator!

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

For positions in New York City, we offer a base pay of $216,580 - $357,420, 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 pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs.  Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

Not sure if you meet every qualification? We still encourage you to apply! We value inclusivity, welcoming candidates from diverse backgrounds, including non-traditional paths. Unique experiences enrich our team, and the willingness to dream big makes you an exceptional candidate!

Additional Information

Work Personas 

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work. Learn more here.

Equal Opportunity Employer 

ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements. 

Accommodations 

We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact talent.acquisition@servicenow.com for assistance. 

Export Control Regulations 

For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities. 

From Fortune. ©2024 Fortune Media IP Limited. All rights reserved. Used under license.