Industry Solutions Head of Payer Go to Market

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The Go to Market (GTM) leader for Payer is a role that operates together with ServiceNow’s customer-centric industry sales teams as well as with other key functions within ServiceNow (i.e., marketing, product, customer success & implementation partners, etc.) to identify and verticalize ServiceNow solutions to the AMS market and to specific customers / buying centers. S/he will closely align with our Payer account teams to seed and develop strategic opportunities.

S/he will serve as the main point of contact for the AMS based Payer account sales teams.  They will help our account teams to connect with more senior and C-suite stakeholders and take our messaging, communications and experience to the next level with an industry-based lens. 

The ideal candidate brings a powerful combination of:

• Deep industry experience acquired from working for a large payer
• Working knowledge of how technology can and should be leveraged to drive transformation change in the payer industry
• Experience in a customer facing roll selling and delivering consulting services
• Prior Go To Market leadership experience in an enterprise software company

S/he will closely align with our core and solution account teams across to seed and develop strategic opportunities based on the portfolio of ServiceNow’s solutions. S/he will build trusted relationships with customer and partner executives, partner with sales leaders, and be a significant contributor to the revenue growth AMS.

This leader is responsible for five specific areas of responsibility, including: 

1. Customer Focused Pipeline Development: Operate as the industry expert for the Payer Industry, introducing and educating executives and senior leaders to ServiceNow through leadership and participation with customers at industry events, executive business reviews, etc.  This activity should directly lead to new pipeline creation. 
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: Develop and maintain relationships with Payer practices within AMS based strategic partners to drive awareness, solution positioning, enablement and customer development.  Focus should be an accelerant for customer focused pipeline priorities.  
4. Solution Design and Enablement: Identify new buying centers and use cases in Payer that would benefit from ServiceNow.  Partner with marketing to design and build solutions that our sales organization can bring to our payer customers that will generate real value and enable our customers to transform all parts of their value stream.
5. Analyze, Drive & Report on The Business – Analyze the ServiceNow Industry business to understand trends, opportunities, needs, KPI impact and movement against goals, and use that to feed/fuel customer efforts within this sector. Utilize data to influence / change behaviors to drive results and reinforce high-yield actions. 

S/he is expected to “roll up their sleeves” and is equally comfortable devising a multi-year strategy to penetrate the local 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 in region more effectively; presenting at industry and ServiceNow customer facing events operating as an Payer Industry SME; participating in c-suite engagement opportunities; working with Industry leaders and “Big Bet” account teams on specific customers; and regularly meeting with key partner Payer Industry leaders driving mature relationships that support opportunities and driving future pipeline. 

Key partners in this role are:

• Industry & Field Marketing 
• Field Sales and Solution Sales
• Product teams
• Global Partner & Channel
• Enablement
• Industry Enterprise Architects

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

• 15+ years of experience in the Payer Industry with proven success in guiding strategy, operations and day to day functions within a Payer organization, preferably a large health system. 
• 5+ years at an Enterprise Software company focused on Payer accounts serving as a subject matter expert or in a business development, business consulting, solution consulting, or similar capacity OR 5+ years at a top tier consulting firm designing and driving transformational change for Payer clients.
• Exceptional executive presentation skills – in person, on zoom, C-level 
• 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
• Proven ability achieving revenue targets for an overall region and accounts, in partnership with direct account sales teams
• Superior organizational skills with ability to effectively prioritize
• Ability to travel up to 50% of the time
• Bachelors and/or Masters degree in Business, Technology, Engineering or related fields

Not sure if you meet every qualification? We still encourage you to apply! We value inclusivity, welcoming candidates from diverse backgrounds, including non-traditional paths. Unique experiences enrich our team, and the willingness to dream big makes you an exceptional candidate!

For positions in this location, we offer a base pay of $189,100 - $331,000, 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. Learn more here.

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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