生命科学GTM总监，制药领域
Director, Life Sciences GTM, Pharma
#### 公司简介
一切始于工程师弗雷德·卢迪为他的同事菲利斯编写了一段代码，自动化了一个繁琐的任务。她感动得热泪盈眶。那一刻启发了弗雷德创建一家公司，让每个人都能摆脱琐事，专注于有意义的工作。如今，ServiceNow 是企业重塑的 AI 控制塔。我们的 ServiceNow AI 平台整合任何 AI、任何数据和任何工作流程，帮助 85% 的财富 500 强®企业更聪明、更快、更好地工作。我们正在构建一种 AI 原生文化，让技术和人才携手并进，势不可挡。而我们才刚刚开始。
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#### 职位描述
我们正在寻找一位生命科学市场进入（Go-To-Market）总监，主要负责制药客户，同时在医疗技术（MedTech）领域也有一定深度，涵盖同时涉及这两个领域的客户。
这是一个混合型职位。它结合了在药物开发、临床运营、制造和质量以及商业职能方面的制药行业经验，同时具备足够的平台深度，将这种可信度转化为可重复的市场进入策略、解决方案定位和现场可用的方案。这既不是纯粹的行业顾问角色，也不是纯粹的平台销售角色。
该职位向全球生命科学市场进入负责人汇报，并与一个已经拥有深厚制药和医疗技术背景的团队合作。这个职位的任务是将这种可信度转化为可扩展的市场进入策略，而不是重复它。
你将如何度过你的工作时间
时间分配遵循全球行业市场进入运营模型。
- 60% 面向客户：高管接触、企业业务咨询（EBC）交付、管道创建和重点客户进展。其中，约 70% 用于管道创建，30% 用于重点客户的管道推进。
- 20% 行业战略与产品协作：与客户经理和市场进入合作伙伴共同制定客户层面的战略，并将市场信号带入产品路线图讨论中。
- 20% 现场赋能与业务报告：构建现场可用的方案和资源，并跟踪管道创建和影响情况，以达成目标。
该职位在技术胜利的节点上是最活跃的开门人和值得信赖的顾问。在 NowSell 概念中，这意味着在客户规划和发现阶段拥有主要责任，在具有成熟高级关系的战略客户中提供积极支持，并在交易进入商业和成交阶段后大多退居幕后。
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#### Company Description
It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, 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. And we're just getting started.
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#### Job Description
We are looking for a Director for Life Sciences Go-To-Market focused primarily on pharmaceutical accounts with secondary depth in MedTech, covering accounts that span both.
This is a hybrid role. It combines pharma operating credibility across drug development, clinical operations, manufacturing and quality, and commercial functions with enough platform depth to turn that credibility into repeatable GTM motions, solution positioning, and field-ready plays. It is neither a pure industry-advisor role nor a pure platform-seller role.
The Director reports to the Global Head of Life Sciences GTM and works alongside a team that already carries deep pharma and MedTech technical credibility. This role's job is to convert that credibility into scalable GTM motions, not to duplicate it.
How you'll spend your time
Time allocation follows the Global Industries GTM operating model.
- 60% customer-facing: executive engagement, EBC delivery, pipeline creation, and priority account progression. Within this, roughly 70% is pipeline creation and 30% is pipeline progression in priority accounts.
- 20% industry strategy and product collaboration: partnering with account executives and GTM partners on account-level strategy and bringing market signal into product roadmap conversations.
- 20% field enablement and business reporting: building field-ready plays and assets and tracking pipeline created and influenced against goals.
This role is most active as a door opener and trusted advisor through the point of technical win. In NowSell terms, that means primary ownership at account planning and discovery, active support through technical validation on strategic accounts with an established senior relationship and largely stepping back once the deal reaches commercial and close, where the account team leads and this role re-engages only as needed with the relationship contact.
Areas of responsibility
1. Executive presence and pipeline creation
Be a credible senior voice with pharma executives in Executive Business Center engagements, industry forums, and executive roundtables, connecting ServiceNow's platform to what pharma leaders are accountable for: R&D velocity, regulatory readiness, manufacturing quality, and commercial execution. Extend into MedTech conversations on accounts that span both. Pipeline created and influenced through this work is measured on in-quarter NNACV.
2. Pipeline progression and deal support
Partner with account executives to progress pipeline: form relationships with key buying-center executives, sharpen the business case, and shorten deal cycles by bringing pharma industry expertise into account strategy, particularly on accounts with senior stakeholder complexity that call for an objective, practitioner-level voice.
3. Industry logic behind platform demonstrations
Ensure the business case and clinical or operational logic behind demos and proof-of-concept work is sound and lands with executives, by working with solution consultants across clinical trial operations, pharmacovigilance, manufacturing quality, and commercial CRM. Building and running demos is Solution Consultant territory; this role owns the credibility of the story behind them.
4. Product and partner input
Bring market signals, executive feedback, and deal-level patterns into ServiceNow's product roadmap for pharma, particularly for net-new solutions with no off-the-shelf play yet. Support the pharma partner motion with strategic SIs and technology partners at the solution and co-sell level. Partner-aligned roles own program management, deal registration, and ISV certification.
5. Scalable plays and business reporting
Turn pharma market dynamics, win/loss patterns, and voice-of-customer signal into field-ready plays, positioning, and competitive tools that sellers can run without this role in the room. If a play still requires this Director to work, it isn't finished. Track pipeline created and influenced against goals and use that analysis to direct effort where it moves the number.
#### Qualifications
**Must have**
- 12+ years working at the intersection of life sciences and enterprise technology, with a track record of turning sector knowledge into commercial outcomes. Depth should weight toward pharma, with working familiarity in MedTech. This experience can come from direct employment inside a pharma or biotech company in a role touching enterprise technology, from time at a vendor or systems integrator serving the pharma or biotech market (Accenture, Deloitte, EY, or equivalent), or from a combination of both. What matters is the ability to connect a pharma operational problem to what an enterprise platform actually does at the workflow level, not which side of the table it was learned on.
- Demonstrated executive presence: a track record of leading, not supporting, high-stakes conversations with senior pharma or biotech executives, and the credibility to own the narrative in an Executive Business Center or equivalent forum.
- Commercial GTM experience: a track record of building pipeline, shaping account strategy, and driving measurable revenue outcomes in a GTM, sales overlay, or business development capacity. Quota-carrying experience is a plus, not a requirement. What is required is evidence of commercial impact, not narrative-only involvement.
**Nice to have**
- Traditional strategy consulting experience (McKinsey, BCG, Bain, or equivalent) serving the pharma or biotech sector. This adds credibility on top of the must-haves above; it does not substitute for them.
- Established presence in the pharma or biotech sector through industry events, associations, or thought leadership. Track record of industry keynotes or similar public speaking engagements.
- Experience shaping product roadmap or solution strategy with product teams, ideally in life sciences.
#### Additional Information
**Work Personas**
We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. [Learn more here](https://careers.servicenow.com/life-at-servicenow#workpersonas). To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.
**Equal Opportunity Employer**
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 or conviction records will be considered for employment in accordance with legal requirements.
**Accommodations**
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 [globaltalentss@servicenow.com](mailto:globaltalentss@servicenow.com) for assistance.
**Export Control Regulations**
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.
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