Partner Acceleration Leader, Insurance Industry

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.

What you get to do in this role: 
The world of work is one of the most pressing issues that business leaders face today and, as the defining enterprise platform of the 21st century, ServiceNow is poised to be the platform of choice to tackle this critical imperative. But we will not do it without a robust partner ecosystem leading partner embedded solutions and that’s exactly where this role comes into play. The Insurance Lead will join our Partner Acceleration team and the Global Partners & Channels (GPC) team that is at the forefront of driving ServiceNow’s growth.  
 
The Partner Acceleration team has set a goal to drive profitable revenue through the identification and monetization of industry-specific partner-led go-to-market motions with our top partners.  The Partner Acceleration Leader - Insurance Industry is an exciting role and accountable for collaboratively developing NOW’s partner “Build On” strategy for the Insurance industry, activation of partner pipeline, ownership of partner heat-map by geo/segment, assisting with partner engagement for Product Line ‘use cases’, ‘industry segment’ roadmaps, TAM and Partner IP monetization scenarios with specific focus on development of new embedded joint GTM business and commercial models with designated partners. 
 
At a business level, you will be working with ServiceNow Insurance Product and Go to Market stakeholders to create and execute against our most pressing Insurance Industry personas and business imperatives. As a result, the successful candidate will possess deep industry knowledge and domain expertise, experience with launching embedded/managed service partner solutions, program management skills, ability to drive measurable outcomes with the partner ecosystem, and should have a track record of demonstrated cross functional exec collaboration in a high-profile consulting/services/software organization that required securing consensus on key initiatives & priorities against targeted outcomes in a complex global high growth company. This individual will also need to be adept at internalizing the company mission & transformational op model principles to enable & accelerate NOW growth.  
 
Primary focus:  
•    Help cultivate, prioritize, monetize and scale new Insurance Industry partner motions that fundamentally transform the world of work. This role will own the execution of taking a partner’s thought leadership IP to be coupled with the ServiceNow platform to create net new partner-owned products to drive sell-through revenue for ServiceNow. 
 
•    Partner Segmentation/Coverage, GTM Alignment & Governance, as well as a consistent & predictable Joint GTM Engagement approach. 
 
Additional Responsibilities: 
•    Drive measurable outcomes with the partner ecosystem through prioritized industry Offerings across Insurance - specifically offerings that address customer needs and drive revenue pipeline 
•    Work strategically to identify new Insurance industry specific ‘use cases and solutions’ with key partners and build the associated partner industry plan including joint GTM and marketing campaigns around key industry Offerings. This includes coordinating the successful execution of offerings launches with our broader GPC GTM teams to the global sales team. 
•    Lead the effective collaboration of “deal level” strategies & tactics between field sales and partners at both new and existing customers to drive new logos & NNACV ‘Sourced-Influence’ revenue. 
•    Drive tight cross functional alignment across key internal stakeholders such as our industry solutions team, product teams, GPC global and regional teams. 
•    Work collaboratively with partner execs along with the GPC leadership to jointly develop world class business plans with associated QBR governance & exec sponsorship to include committed targets & shared metrics. 
 

Requirements: 
•    Professional experience and/or knowledge of the Insurance industry vertical and the associated GSI/SI partner ecosystem. 
•    Strong network of industry SMEs in both partner and client environments. 
•    Ability to engage with partners in the sales cycle on joint ‘must win’ pursuits/opportunities, as well as facilitate co-sell & co-deliver opportunities with partners. 
•    Strong business development experience and history of developing and executing partner go-to-market plans as well as jointly built new product solutions (MSP/OEM, etc). 
•    Ability to align, localize and execute joint GTM strategy and multi-year business plans with targeted partners around industry Offerings with compelling joint GTM value propositions. 
•    Clearly defined joint go-to-market initiatives with key NOW-Partner global exec sponsors with key milestones and progress tracking metrics & associated rigor to ‘inspect what we expect’. 
•    Work with regions to align with field sales, presales, enablement & services governance to ensure regional leadership input and feedback for ongoing refinement  

To be successful in this role you have: 

 •    The ideal candidate will have 5 to 7+ years experience with a Global Systems Integrator (GSI), Enterprise Software and/or Enterprise SaaS company enabling or driving industry specific solutions aligned to the ‘Digital Transformation Journey’ that drive revenue & accelerated growth. 
•    Solid background and domain expertise working directly in the Insurance industry is a key requirement for this role. Experience with GSI-led product co-creation, OEM GTM models, and new VAR/MSP motions are a plus. 
•    Must be a team player that is goal-oriented and confident, with aptitude and desire to build high-performing teams. This individual must demonstrate an ability to get things done, build consensus and resolve conflict in a highly collaborative manner. 
•    Diligent at measuring and communicating progress to achieve targeted business results, identifying obstacles and associated remediation plans. 
•    The successful candidate will be adaptable and flexible, able to work and thrive in a highly dynamic environment. 
•    Past experience and relationships with Global System Integrators, Managed Service Providers, ISV software vendors and experience with Cloud & SaaS Professional Service organizations required. 
•    Bachelor’s degree a requirement. 

Not sure if you meet every qualification? We still encourage you to apply! 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!

For positions in California (outside of the Bay Area), we offer a base pay of $119,400 - $197,040, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs (subject to eligibility requirements). Compensation is based on the geographic location in which the role is located, and is subject to change based on work location. For individuals who will be working in the Bay Area, there is a pay enhancement for positions located in that geographical area; please contact your recruiter for additional information.

Work Personas

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work. Learn more here.

Equal Opportunity Employer

ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements. 

Accommodations

We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [email protected] for assistance. 

Export Control Regulations

For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities. 

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