 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 payerWorking knowledge of how technology can and should be leveraged to drive transformation change in the payer industryExperience in a customer facing roll selling and delivering consulting servicesPrior Go To Market leadership experience in an enterprise software companyS/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: 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. 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. 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.  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.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. S/he is expected to “roll up their sleeves” and is equally comfortable devising a multi-year strategy to penetrate the local market while also updating a tracker with the status of existing opportunities and key areas of pursuit.  S/he thrives in a high growth, fast-paced environment, and can maintain a ‘north star’ point of view despite managing the urgent requests of a given day.   
A typical day involves equal parts brainstorming on how to go to market in region more effectively; presenting at industry and ServiceNow customer facing events operating as an Payer Industry SME; participating in c-suite engagement opportunities; working with Industry leaders and “Big Bet” account teams on specific customers; and regularly meeting with key partner Payer Industry leaders driving mature relationships that support opportunities and driving future pipeline. Key partners in this role are:Industry & Field Marketing Field Sales and Solution SalesProduct teamsGlobal Partner & ChannelEnablementIndustry Enterprise ArchitectsS/he will maintain a pulse on broader ServiceNow and Global Sales priorities, programs, and communications, and advise on ideal messaging, channels and approaches with the goal of delivering the best possible solution for customers.  We're looking for a high-energy, relationship building and empathetic partner who has a business building mindset and is a remarkable communicator!