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Head of Insurance Go to Market EMEA Strategist
2 months ago
The Head of Insurance Go to Market 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 to identify and localize ServiceNow's Insurance solutions to the EMEA market with a focus on the UK and Ireland. This individual will closely align with our account teams in several strategic Insurance clients to seed and develop strategic opportunities based on Insurance industry solutions.
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: Partner 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 highlighting the business value and competitive differentiators.
- Partner Development & Execution: Lead priorities with select top 3-4 partners to support industry leadership positioning enablement and customer development. Focus should be an accelerant for customer focused pipeline priorities.
- Analyze Drive & Report on The Business: Analyze 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 customer focused pipeline development sales oriented pipeline progression partner development and execution and analyzing driving and reporting on the business.
Requirements- 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.
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.
