Full-Time Payer Go to Market Lead

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.

Qualifications

Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI’s potential impact on the function or industry. 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.

Other key qualifications: Exceptional executive presentation skills, Ability to develop trusted advisor relationships, Experience producing thought leadership content, Resourceful, self-motivated and able to prioritize independently shifting workloads, Agile business mind, Proven ability achieving revenue targets, Superior organizational skills, Ability to travel up to 50% of the time, Bachelor's and/or Master's degree.

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