AVP, Insurance

Company Description
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.
Job Description
What you get to do in this role:

• Experience driving relationships within the Insurance industry, build relationships and influence the C-suite enterprise agenda

• Continue to scale and grow a territory by meeting and exceeding an assigned team quota

• Execute on both vertical and horizontal sales strategies

• Manage and lead a team of three to five 1st line sales managers who have five to seven individual contributors (Senior Account Executives) reporting to them.

• Empower and guide your team to build strategic account plans that focus on longer term joint success of ServiceNow and the customer

• Leverage a matrixed sales structure

• Work with solution consulting, professional services, product line sales experts

• Manage your team talent development and consistent recruiting practices

• Be a trusted advisor and leader who sets a high-bar, leading from the front

• Establish and nurture relationships at the highest levels of organizations

• Manage accurate forecasting and communications on a daily basis

• Drive customer success practices across your area

Qualifications
To be successful in this role, we need someone who has:

• 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.

• 10+ years' experience managing a team of field-based sales representatives in a matrixed sales environment in the enterprise software space to enterprise customers (over 5,000 employees)

• Strong experience managing multi-tiered customer relationships; demonstrated ability to coach and mentor

• A consistent track record of meeting and exceeding team quotas selling to large accounts (20,000+ employees)

• Experience attracting, retaining, and developing high performing, high potential talent through assessing, selecting, onboarding, coaching, and developing

• Superior knowledge and demonstrated skills of sales techniques, customer interaction, customers relations

• Strong forecasting and reporting capabilities

• A proven and consistent track record selling to large enterprise level customers and established relationship at the C-suite level

• Distinctive executive presence with C-suite leaders across a variety of functional domains (e.g., HR, Finance, Operations, IT, Customer Service, Group P&L leaders) with demonstrated ability to sponsor customer accounts to grow the business

• Prowess at building distinctive, long-term relationships, both with customers and internal stakeholders, with an emphasis on alignment, shared goal development and clear communication

• Demonstrated ability to leverage analytics and insights to significantly change the trajectory of a business based on a data-driven approach to aligning stakeholders

• Strong track record of reaching across the aisle in highly matrixed organizations to build relationships, establish alignment and get things done in a collaborative manner

• Global experience with both customers and teams

• Core alignment with ServiceNow values, including Win as a Team, Humble & Hungry, and Wow the Customer - reputation for operating with integrity, honesty and curiosity

• Ability to travel up to 50% of the time, globally

JV20
For positions in this location, we offer a base pay of $190,950 - $315,100, 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. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.
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 and their assigned work location. Learn more here . To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.
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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