Full-Time Payer Go to Market Head

The Go to Market (GTM) leader for Payer operates with ServiceNow’s customer-centric industry sales teams and other key functions (marketing, product, customer success, implementation partners) to identify and verticalize ServiceNow solutions for the AMS market and specific customers/buying centers.

Closely aligns with Payer account teams to seed and develop strategic opportunities.

Serves as the main point of contact for AMS-based Payer account sales teams, helping them connect with senior and C-suite stakeholders.

Elevates messaging, communications, and experience with an industry-based lens.

Key Responsibilities:

1. Customer Focused Pipeline Development: Industry expert for Payer, educating executives at industry events and executive business reviews to create new pipeline.
2. Sales Oriented Pipeline Progression: Partners with account executives to infuse industry expertise (solutions, messaging) into account strategies, builds relationships with key buying center executives, and shortens deal cycles by highlighting business value and competitive differentiators.
3. Partner Development & Execution: Develops and maintains relationships with Payer practices within AMS strategic partners to drive awareness, solution positioning, enablement, and customer development. Accelerates customer-focused pipeline priorities.
4. Solution Design and Enablement: Identifies new buying centers and use cases for ServiceNow in the Payer industry. Partners with marketing to design and build solutions for payer customers, generating real value and enabling value stream transformation.
5. Analyze, Drive & Report on The Business: Analyzes the ServiceNow Industry business to understand trends, opportunities, needs, KPI impact, and goal progress, using data to influence behaviors, drive results, and reinforce high-yield actions. Develops multi-year strategies to penetrate the local market and updates opportunity trackers.

Key Partners: Industry & Field Marketing, Field Sales, Solution Sales, Product teams, Global Partner & Channel, Enablement, Industry Enterprise Architects.

Maintains a pulse on broader ServiceNow and Global Sales priorities, advising on messaging, channels, and approaches for optimal customer solutions.

Required Skills: High-energy, relationship-building, empathetic partner with a business-building mindset and remarkable communication skills.

Experience Requirements:

• 15+ years in the Payer industry, guiding strategy, operations, and daily functions within a payer organization (preferably a large health system).
• 5+ years at an Enterprise Software company focusing on Payer accounts, or 5+ years at a top-tier consulting firm designing transformational change for Payer clients.
• Exceptional executive presentation skills (in-person, Zoom, C-level).
• Ability to develop trusted advisor relationships with customers and sales organizations.
• Experience producing thought leadership content and communications for an international audience.
• Agile business mindset, adept at matrix organization structures.
• Proven ability to achieve revenue targets for a region/accounts.

Qualifications: Experience with AI integration, critical thinking about AI in work processes, and using AI tools.

Compensation: $189,100 - $331,000 base pay, plus equity, variable/incentive compensation, and benefits.

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