Head of Insurance Go-to-Market Solutions

6 days ago

New York, New York, United States ServiceNow Full time
Job Description

**About the Role**

ServiceNow is seeking a seasoned professional to lead our Insurance industry transformation sales efforts. As the Global Head of Insurance Go-to-Market (GTM) Solutions, you will be responsible for developing and executing a comprehensive strategy to drive growth and revenue in the Insurance sector.

**Key Responsibilities**

  • 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: Partner 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 highlighting the business value and competitive differentiators.
  • Partner Development & Execution: Lead priorities with select (top 3-4) partners to support industry leadership positioning, enablement, and customer development. Focus should be an accelerant for customer-focused pipeline priorities.
  • Analyze, Drive & Report on The Business: Analyze 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.

**Requirements**

  • 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.
  • Bachelor's and/or Master's degree in Business, Technology, or related fields.

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