Full-Time Head of Healthcare Provider Go to Market

The Go to Market (GTM) leader for Provider is a role that operates together with ServiceNow's customer-centric industry sales teams, and 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 specific customers/buying centers.

Closely aligns with Provider account teams to seed and develop strategic opportunities. Serves as the main point of contact for the AMS based Provider account sales teams.

Helps account teams connect with senior and C-suite stakeholders, and takes messaging, communications and experience to the next level with an industry-based lens.

Ideal candidate profile:

• Provider industry experience from a large health system
• Working knowledge of technology leveraging for provider industry transformation
• Customer-facing experience selling and delivering consulting services
• Go To Market leadership experience in an enterprise software company

Closely aligns with core and solution account teams to seed and develop strategic opportunities based on ServiceNow's solutions portfolio.

Builds trusted relationships with customer and partner executives, partners with sales leaders, and contributes significantly to AMS revenue growth.

Five areas of responsibility:

1. Customer Focused Pipeline Development: Operates as the industry expert, introducing and educating executives to ServiceNow through industry events, executive business reviews, etc. Directs pipeline creation.
2. Sales Oriented Pipeline Progression: Partners with account executives to progress pipelines by infusing industry expertise into account strategies, forming relationships with buying center executives, and shortening deal lifecycles.
3. Partner Development & Execution: Develops relationships with Provider practices within AMS partners to drive awareness, solution positioning, enablement and customer development. Accelerates pipeline priorities.
4. Solution Design and Enablement: Identifies new buying centers and use cases for ServiceNow in the Provider industry. Partners with marketing to design and build solutions to generate real value for customers.
5. Analyze, Drive & Report on the Business: Analyzes the ServiceNow Industry business to understand trends, opportunities, needs, KPI impact, and goal movement. Fuels customer efforts and drives results.

Key Skills:

• Prior experience in leveraging AI in work processes, decision-making, or problem-solving
• 15+ years of experience in the Provider Industry
• 5+ years at an Enterprise Software company focused on Provider accounts, or a top-tier consulting firm
• Exceptional executive presentation skills
• Ability to develop trusted advisor relationships
• Experience producing thought leadership content and communications for an international audience
• Proven ability achieving revenue targets
• Excellent organizational and prioritization skills
• Ability to travel up to 50% of the time
• Bachelor's/Master's degree in Business, Technology, Engineering or related fields

Compensation: $225,000 - $405,000 plus equity (when applicable), variable/incentive compensation and benefits.

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