Job Description: Financial Services Insurance Strategist

Location Type: Remote Employment Type: Full-time

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 Financial Services Insurance Strategist operates in conjunction with ServiceNow’s customer-centric sales teams and other key functions (e.g., executive offices, industry go-to-market, solution sales) to identify, calculate, and develop value narratives for our most strategic customers and biggest bets. These narratives must demonstrate how ServiceNow’s solutions impact our customers’ P&L (reduce costs, increase revenue), show industry relevancy across our customer’s priorities and challenges, and be compelling in nature.

The Strategist will serve as the main point of contact for the AMS-based Insurance account sales teams. They will assist account teams in connecting with senior and C-suite stakeholders, elevating our messaging, communications, and experience with financial acumen and an industry-based lens.

Ideal Candidate Profile

The ideal candidate brings a powerful combination of:

• Consulting experience at a leading strategy / consulting firm
• Experience acquired from working for a leading Financial Services company
• Working knowledge of how technology can and should be leveraged to drive transformation change in the Insurance industry
• Experience in a customer-facing role selling and delivering consulting services

A compelling candidate brings a unique combination of experiences, spanning senior leadership experience in the Financial Services industry, an understanding of financial modeling and acumen, and depth of expertise in strategic consulting. The candidate is expected to “roll up their sleeves” and is equally comfortable devising a multi-year strategy to penetrate the local market while also tracking the status of existing opportunities and key areas of pursuit. The candidate thrives in a high growth, fast-paced environment, and can maintain a ‘north star’ point of view despite managing urgent requests of a given day.

Responsibilities

This Strategist is responsible for three specific areas:

1. Industry-Relevant Value Strategy

• Develop value narratives and horizons for ServiceNow’s most strategic customers that are industry relevant and compelling.
• Work with account teams to identify and align ServiceNow’s extended go-to-market teams around “dream big” value narrative ideas.

2. Value Output Driving Pipeline Generation and Expansion

• Partner with account executives and their teams to progress pipeline by infusing value and industry expertise.
• Calculate analyses for top pursuits, including value estimates and outcome-focused business cases.
• Tailor storytelling and deliverables for customer audience and personas (e.g., CIO vs. line of business owner).

3. Value KPI Design

• Identify the value of use cases and key processes within Insurance.
• Work with cross-functional teams to infuse these insights and KPIs into value models, business cases, and executive presentations.

Additional Expectations

• Closely align with core and solution account teams to seed and develop strategic opportunities.
• Build trusted relationships with customer and partner executives.
• Partner with sales leaders.
• Be a significant contributor to revenue growth in Financial Services accounts in AMS.
• Maintain a pulse on broader ServiceNow and Global Sales priorities, programs, and communications, and advise on ideal messaging and channels.