Head of Insurance Go to Market – AMS Â

Job Description 

The Head of Disputes Go to Market (GTM) is a deep expertise role that operates together with ServiceNows 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 Disputes and related solutions to theFinancial 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 Banking sector (i.e. consumer commercial corporate fintech & payments) to seed develop and close strategic Disputes 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 executive 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. 

1. 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. 

1. 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.  

1. Analyze Drive & Report on The Business analyzing the global disputes 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. 

1. 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 disputes and related solutions for future development and to where we make industry investments. 

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 ServiceNows 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. 

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.  Were looking for a high-energy relationship building and empathetic partner who has a business building mindset and is a remarkable communicator! 

Qualifications :

Qualifications 

• 10-15 years of sales & sales management experience in the disputes and payments space with proven success in guiding strategy operations and day-to-day functions. 

• Strong knowledge and experience within the payments space including the ability to collaborate with internal/external teams in assisting with successful integrations for the issue. 

• Knowledge of chargebacks and the issuers role in management / mitigation of chargebacks. 

• 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 payments & disputes 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 fraud and chargeback management 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 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. 

• Bachelors and/or masters degree in business finance technology or related fields. 

For positions in this location we offer a base pay of $170200-$297900 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.

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. 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 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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