Industry Partner Go to Market Lead – Insurance

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.

About the team:

The Global Industries and Solution team brings the voice of the customer to the center of all we do resulting in outsized growth for ServiceNow in key industries and solution areas. As the Partner GTM lead for Insurance, you will develop and execute a GTM strategy aligned with key stakeholders (Industry GTM, Field, Product Marketing, GPC) focused on a subset of key partners across all channels. Your work will also be leveraged to scale and activate the industry across our ecosystem. \

This role will join our GI&S Partner GTM team and will collaborate with our partners and cross-functional stakeholders to design new GTM and commercial models to address the most important industry imperatives for our customers, accelerating ServiceNow’s growth to $20B and beyond. 

This role requires deep industry expertise, strong strategic and operational capabilities, and a proven track record of delivering measurable results through a partner ecosystem. Success will be measured by the pipeline and revenue generated through the partner ecosystem.

What you will do in this role: 

• Employ an AI centric, AI first approach to GTM strategy and execution 
• Serve as a trusted advisor and business partner to the Industry GTM leader 
• Translate company vision and industry strategy into actionable partner GTM plans 
• Develop compelling recommendations, communicated in high-quality output 
• Lead cross-team forums to ensure alignment and outcomes 
• Deliver insights and intelligence to leaders and teams within and outside of GI&S 
• Help prioritize key projects and allocate resources effectively 
• Through established and new industry partner relationship identify areas of opportunity 
• Collaborate with partner executives to develop clear and actionable GTM plans 
• Ensure partner and ServiceNow executives are aligned on targets, metrics, governance 
• Lead initiatives to increase demand, grow and progress pipeline, and close deals 
• Lead joint business reviews with top partners 
• Lead the Industry Partner Pod 
• Serve as important conduit between GI&S and GPC for your industry 
• Coordinate and help break down silos and foster collaboration 
• Ensure timely execution and high-quality deliverables against priorities 
• Lead by example, demonstrating our company values 
• Ensure cross-team and cross-functional collaboration 
• Be a culture force-multiplier

To be successful in this role you have:

• 7+ years working for/ with Global System Integrators or Enterprise software companies 
• Proven experience working with a multiple channel partner ecosystem to drive results 
• insurance industry knowledge and experience highly preferred 
• Strong network of industry executives in both partner and client environments 
• Strong commercial and business acumen; proven results growing channel business 
• Demonstrated experience balancing strategy and execution in prior roles 
• Ability to integrate AI into work processes, decision-making, or problem-solving 
• Ability to align, localize and execute joint GTM strategy and multi-year business plans 
• Equally comfortable in business and technical discussions    
• Strong collaboration and influence skills at all levels 
• Expert level capability in developing and delivering executive-level communications (ppt) 
• Experience with the follow channels: SI, GSI, MSP, ISV, Resellers, and Hyperscalers 
• High energy, disciplined execution and prioritization skills 
• Self-directed, can multitask in fast-paced and often ambiguous environments   
• Bachelor’s degree required; consulting experience preferred

FD21

For positions in this location, we offer a base pay of $123,900 - $204,480, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

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. 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, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, 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 [email protected] 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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