Full-Time Sr Dir., Head of Healthcare Provider GTM AMS

Go to Market (GTM) leader for Provider 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 Provider account teams to develop strategic opportunities. Serves as the main point of contact for AMS-based Provider account sales teams. Helps account teams connect with senior stakeholders, improving messaging, communications, and experience with an industry lens.

Ideal candidate brings strong Provider industry experience (large health system), knowledge of technology-driven transformation in the provider industry, customer-facing experience in selling and delivering consulting services, and Go-to-Market leadership experience in an enterprise software company.

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

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

Responsibilities:

• Customer Focused Pipeline Development: Industry expert for the Provider Industry, educating executives and senior leaders on ServiceNow through leadership at industry events and executive reviews.
• Sales Oriented Pipeline Progression: Partners with account executives to progress pipeline by infusing industry expertise (solutions, messaging) into account strategy, forming relationships with key buying center executives, and shortening deal lifecycles.
• Partner Development & Execution: Develops and maintains relationships with Provider practices in AMS strategic partners to drive awareness, solution positioning, enablement, and customer development.
• Solution Design and Enablement: Identifies new buying centers and use cases for ServiceNow solutions. Partners with marketing to design and build solutions for provider customers, generating real value and enabling transformation.
• Analyze, Drive & Report: Analyzes ServiceNow Industry business to understand trends, opportunities, needs, KPI impact, and goal achievement. Uses data to influence behaviors and drive results.

Typical Day: Brainstorming, presenting at events, C-suite engagement, working with industry leaders and account teams, and meeting with partner leaders.

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

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

Candidate Profile: High-energy, relationship-building, empathetic partner. Business-building mindset and remarkable communicator.

Experience leveraging or critically thinking about AI integration is a plus.

Experience Requirements:

• 15+ years in the Provider Industry (large health system preferred)
• 5+ years at an Enterprise Software company focused on Provider accounts (SME, business development, consulting) OR 5+ years at a top-tier consulting firm driving transformational change for Provider clients.

Skills: Exceptional executive presentation skills (in person & online), developing trusted advisor relationships, advising senior leaders, producing thought leadership content, resourcefulness, self-motivation, Agile business mind, and strong organizational skills.

Compensation: $225,000 - $405,000 base salary + equity, variable/incentive compensation, benefits (health plans, 401(k), ESPP, etc.)

Additional Info: Travel up to 50% required. Bachelor's and/or Master's degree in Business, Technology, Engineering, or related fields.

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