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About the Role

Operates with ServiceNow’s customer-centric industry transformation sales teams and core functions to identify and localize ServiceNow Insurance and related solutions for the Financial Services market. Serves as the main point of contact for related pursuits within the global market, connecting with senior and C-suite stakeholders. The ideal candidate brings a mature and experienced point of view, is visionary, fact-based, and objective, serving as a key corporate Subject Matter Expert (SME).

Responsibilities

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.
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 highlighting 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.
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.
Managing and prioritizing 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.
A key member of the Insurance Pod as we drive into Insurance being a strategic focus for ServiceNow.
Devise a multi-year strategy to penetrate the global market while also updating a tracker with the status of existing opportunities and key areas of pursuit.
Brainstorming on how to go to market more effectively.
Attending high-value marketing events operating as an obvious SME.
Participating in c-suite engagement opportunities.
Working with Industry leaders and Marquee/Big Bets account teams on specific customers.
Regularly meeting with key partner leaders driving mature relationships that support opportunities and driving future pipeline.
Embed customer-centric industry muscle and experience, set in a consistent, scalable way.
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.

Requirements

Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving.
10+ years of experience 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.
Be a consultative partner, building relationships with financial institutions, to help pitch, sell, and close as a value-add to their, IT, claims, service and underwriting solutions and strategies.
Serve as a strategic advisor to Product, Development, and Marketing to provide industry insight and feedback to produce best in class solutions across the FSO (Financial Services Operations) segment.
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.
Business application software product marketing, sales or delivery experience is preferred over infrastructure experience.
Superior organizational skills with ability to effectively prioritize.
Ability to travel 50-75% of the time.
Community builder and team player

Skills

AI integration
Insurance industry expertise
Pipeline management
Consultative selling
Network utilization
Relationship building
Strategic advisory
Communication (written, presentation, verbal)
Thought leadership content creation
Agile business mindset
Organizational skills

Location

AMS - North America and Canada

Work Type

Flexible
Remote

Experience Level

10+ years of experience

Education Level

Bachelor's and/or master’s degree in business, finance, technology or related fields

About the Company

ServiceNow is the AI control tower for business reinvention.
Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better.
We're building an AI-native culture where technology and talent are unstoppable together.

Equal Opportunity

ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, veteran status, or any other category protected by law.
In addition, all qualified applicants with arrest and conviction records will be considered for employment in accordance with legal requirements.
We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [email protected] for assistance.
For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.