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:
- 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. 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!
