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ServiceNow is seeking a Head of Insurance Go to Market (GTM) for the Americas (AMS) region. This is a strategic, deep-expertise role that bridges customer-centric industry transformation sales teams with core functions (marketing, product, customer success, implementation partners) to identify, localize, and scale ServiceNow Insurance and related solutions within the Financial Services market, with specific focus on the Insurance sector (P&C Retail, Commercial, L&A, and Brokerage).
You will serve as the primary point of contact for Insurance-related pursuits globally, connecting with senior and C-suite stakeholders to seed and develop strategic opportunities. You will be the key corporate Subject Matter Expert (SME), bringing mature, visionary perspective grounded in fact-based analysis and deep industry knowledge.
Key responsibilities include:
1. Customer-Focused Pipeline Development: Introduce and educate executives through leadership participation at industry events and business reviews. Partner with account executives to progress pipeline by infusing industry expertise into account strategy. Establish ServiceNow's perception as an Insurance solutions leader globally.
2. Sales-Oriented Pipeline Progression: Work with account teams to advance pipeline through industry expertise, form relationships with key buying center executives, and shorten deal lifecycles by highlighting business value and competitive differentiators.
3. Partner Development & Execution: Lead priorities with select top 3-4 partners to support industry leadership positioning, enablement, and customer development as an accelerant for pipeline priorities.
4. Business Analysis & Reporting: Analyze global insurance market trends, opportunities, needs, and KPI impact. Use data to influence behaviors and drive results. Collaborate closely with Product Teams to define roadmap for future releases addressing market needs.
5. Industry Strategy & Team Leadership: Develop integrated sector/geo strategy including goals, growth focus, and investments. Partner across the organization (product, marketing, sales, enablement) to ensure alignment. Manage prioritization across top customer opportunities and serve as key member of the Insurance Pod.
You will balance strategic multi-year market penetration planning with hands-on execution (opportunity tracking, customer engagement). A typical day involves brainstorming GTM effectiveness, attending high-value marketing events as an SME, participating in C-suite engagements, working with Marquee/Big Bets account teams, and meeting with partner leaders. You will maintain pulse on broader ServiceNow and Global Sales priorities while advising on messaging, channels, and approaches.
The role requires 50-75% travel. You will work in a matrix organization with distributed teams, leading through influence and relationship-building.
REQUIREMENTS:
- 10+ years of experience with proven success guiding strategy, operations, and day-to-day functions
- Experience leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving (AI-powered tools, workflow automation, AI-driven insights, or exploring AI's potential impact)
- Strong knowledge and experience within the Insurance space; ability to collaborate with internal/external teams on successful integrations
- Proven pipeline management skills with consultative sales-cycle approach
- Strong track record of meeting targets with vision for tangible execution and sustained YoY growth in insurance industry
- Ability to leverage network to help Sales Teams identify, prospect, and support channels partners
- Consultative partnership skills; ability to build relationships with financial institutions to pitch, sell, and close value-add solutions
- Strategic advisor capability to Product, Development, and Marketing on industry insights and FSO (Financial Services Operations) solutions
- Exceptional written, presentation, and verbal communication skills (strategic, top-down, concise)
- Demonstrated ability to develop trusted advisor relationships and advise/influence senior leaders and multiple teams on strategy, messaging, and engagement
- Experience producing thought leadership content and communications for international audiences
- Resourceful, self-motivated, able to prioritize independently in dynamic, high-growth environment
- Agile business mind; adept at matrix organization structures with distributed teams; leading through influence and relationship-building
- Business application software product marketing, sales, or delivery experience preferred over infrastructure experience
- Superior organizational and prioritization skills
- Bachelor's and/or Master's degree in business, finance, technology, or related fields
- Community builder and team player mindset
