Sr. Director, Insurance Go-to-Market (GTM) AMS

Employment Type: Full-time Location Type: Remote

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.

Position Overview

The Sr. Director of Insurance Go-to-Market (GTM) AMS is a deep expertise role that operates together with ServiceNow’s customer-centric industry transformation sales teams and core functions (marketing, product, customer success & implementation partners) to identify and localize ServiceNow Insurance and related solutions for the Financial Services market. This role will closely align with our account teams for strategic Financial Services clients (existing and potential) to seed and develop strategic opportunities based on relevant industry solutions.

The Sr. Director will serve as the main point of contact for related pursuits within the global market, connecting with senior and C-suite stakeholders. They will elevate our messaging, communications, and experience with an industry-based lens, speaking the language of our clients and considering their challenges and needs. The ideal candidate brings a mature and experienced point of view, is visionary with the art of the possible, and is fact-based and objective in their orientation and communication, serving as a key corporate Subject Matter Expert (SME) stakeholder.

Responsibilities

This leader is ultimately responsible for four specific areas:

Customer Focused Pipeline Development

• Introducing and educating 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.
• Helping 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.
• Helping shorten deal lifecycles by highlighting business value and competitive differentiators.

Partner Development & Execution

• Leading priorities with select (top 3-4) partners to support industry leadership positioning, enablement, and customer development.
• Focusing on being 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.
• Using data to influence/change behaviors to drive results and reinforce high-yield actions.
• Close collaboration with our Product Teams to define the future direction of our insurance solutions.

Key Focus Areas

• Closely align with core and solution account teams with a central focus on the Insurance sector (P&C Retail, Commercial, L&A, and Brokerage).
• Seed, develop, and help close strategic Insurance and related opportunities.
• Utilize existing broad relationships and build net new trusted relationships with customer and partner executives.
• Partner with sales leaders to be a highly impactful contributor to revenue growth in our top Financial Services accounts globally.