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Head of Insurance Business Development
2 months ago
The Head of Insurance Business Development - EMEA is a key role that operates in tandem 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 the ServiceNow Insurance solutions to the EMEA market (with a focus on United Kingdom & Ireland/UKI) and to specific customers / buying centers.
Key Responsibilities- Customer-Focused Pipeline Development - operate as the industry expert for Insurance, 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.
- 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.
- 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.
- Analyze, Drive & Report on The Business - analyzing the regional 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.
This leader is ultimately responsible for 4 specific areas of responsibility, including:
Key Skills and Qualifications- 12+ years of experience in Insurance with proven success in guiding strategy, operations and day-to-day functions within an insurance company.
- 5+ years of Enterprise Platform Software selling into Insurance organizations as a subject matter expert or in a business development, business consulting, solution consulting, or similar capacity.
- Exceptional written and 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.
- Advanced skill level in designing and building in MS Powerpoint and Excel.
- Business application software product marketing, sales or delivery experience is preferred over infrastructure experience.
- Ability to achieve revenue growth and solution revenue growth targets for their overall region and accounts, in partnership with the direct account sales teams.
- Understanding of key repeatable industry use cases in Insurance.
- Superior organizational skills with ability to effectively prioritize.
- Ability to travel up to 60% of the time.
- Bachelors and/or Masters degree in Business, Technology or related fields.
