保险市场进入主管（美洲）
Head of Insurance Go to Market (AMS)
#### 公司简介
一切始于工程师Fred Luddy为他的同事Phyllis编写了一段代码，自动化了一个繁琐的任务。她感动得喜极而泣。那一刻启发了Fred，让他想要创建一家公司，让每个人都能摆脱琐事，专注于有意义的工作。如今，ServiceNow是企业转型的AI控制中心。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。我们正在打造一种AI原生文化，让技术和人才携手不可阻挡。而我们才刚刚开始。
加入我们，让AI为人们工作。
#### 职位描述
保险市场进入（GTM）高级经理是一个需要深厚专业知识的角色，与ServiceNow以客户为中心的行业转型销售团队以及公司内部核心职能（即市场、产品、客户成功与实施合作伙伴等）协同合作，识别并本地化ServiceNow保险及相关解决方案，以满足金融服务市场的需求。他/她将与我们的一些战略金融服务客户（现有及潜在客户）的客户团队紧密配合，基于相关行业解决方案来培育和发展战略机会。
他/她将是全球市场中相关工作的主要联系人，与更高级别的管理层和C级高管建立联系，以行业视角的语言传达我们的信息、沟通和体验，同时考虑他们的挑战和需求。理想的候选人具备成熟且丰富的观点，具有远见卓识，能够探索可能性，其思维方式和沟通方式基于事实、客观，并作为关键的公司主题专家（SME）利益相关者。
他/她将与我们的核心和解决方案客户团队紧密配合，重点聚焦于保险领域（即财产与意外险零售、商业、人寿与年金及经纪业务），培育、发展并协助完成战略性的保险及相关机会。他/她将利用现有的广泛关系网络，在必要时建立新的可信赖的客户和合作伙伴高管关系，与销售领导者合作，并成为全球顶级金融服务客户收入增长的重要推动者。
这位领导者最终负责四个具体职责领域，包括：
1. **以客户为中心的销售线索开发**
查看英文原文
#### 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.
Join us to put AI to work for people.
#### Job Description
The Head of Insurance Go to Market (GTM) AMS 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. S/he will 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.
S/he will 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. The ideal candidate brings a very mature and experienced point of view, is visionary with the art of the possible, is fact-based and objective in his/her orientation and communication and serves as the key corporate Subject Matter Expert (SME) stakeholder.
S/he will closely align with our core and solution account teams with a central focus on the Insurance sector (i.e., P&C Retail, Commercial, L&A and Brokerage) to seed, develop and help with closing strategic Insurance and related opportunities. S/he will utilize their 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.
This leader is ultimately responsible for 4 specific areas of responsibility, including:
1. **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 **.**
2. **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.
3. **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.
4. **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.
5. **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.
S/he is expected to “roll up their sleeves” and based on their extensive experience is equally comfortable devising 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. S/he thrives in a high growth, fast-paced environment, and can maintain a ‘north star’ point of view despite managing the urgent requests of a given day.
A typical day involves equal parts 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; and regularly meeting with key partner leaders driving mature relationships that support opportunities and driving future pipeline. This implies the ability to embed customer-centric industry muscle and experience, set in a consistent, scalable way. Key partners in this role are Industry & Field Marketing, Industry Geo Sales Leaders, Product, Marquee Account Teams, and Industry GTM Leads. The ideal candidate has a blend of understanding ServiceNow’s internal rhythm as well as a highly experienced grounded external point of view on what ‘best in class’ looks like to help us aspire to a new stature, industry first.
S/he will 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. We're looking for a high-energy, relationship building and empathetic partner who has a business building mindset and is a remarkable communicator!
#### Qualifications
- Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI’s potential impact on the function or industry. 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.
- 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.
- Exceptional written, presentation and delivery (verbal) communication skills – strategic, top down, concise
- 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.
- Bachelor’s and/or master’s degree in business, finance, technology or related fields.
- Community builder and team player
#### 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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