Head of Insurance Go to Market – AMS

About the role

The Head of Insurance Go to Market (GTM) AMS is 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.

Responsibilities

• Identify and localize ServiceNow Insurance and related solutions to the Financial Services market.
• 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.
• 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.
• Utilize 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.
• Customer Focused Pipeline Development - introduce and educate 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.
• 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 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.
• 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.
• Manage and prioritize 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.

Qualifications

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving.
• 10+ years of experience in the with proven success in guiding strategy, operations and day-to-day functions.
• Strong knowledge and experience within the Insurance space, including the ability to collaborate with internal/external teams in assisting with successful integrations for problems in hand.
• Proven pipeline management skills with a consultative sale-cycle approach.
• Strong history of meeting targets with a vision of tangible execution for sustained YoY growth in the insurance industry.
• Ability to utilize your network to help Sales Teams with identifying, prospecting, and supporting sales to potential channels partners to extend offerings into all sized financial institutions.
• Able to embed customer-centric industry muscle and experience, set in a consistent, scalable way.
• Exceptional written, presentation and delivery (verbal) communication skills – strategic, top down, concise.
• 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.
• Adept ability to work in a matrix organization structure with a highly distributed team, leading through influence and relationship-building.
• Bachelor’s and/or master’s degree in business, finance, technology or related fields.