Sr. Director, Healthcare Provider Industry GTM Lead
Overview
We are looking for a Senior Director for Healthcare Provider Go To Market. The ideal candidate brings a combination of Healthcare Provider sector credibility and enterprise technology depth. They understand how health systems are organized, how they buy, and where the most pressing operational and strategic priorities sit across acute care, ambulatory, and post-acute care delivery models. Critically, they know how to translate that knowledge into repeatable GTM motions, solution-level positioning, and field-ready plays that the broader sales team can execute.
What distinguishes this role from both pure clinical advisors and traditional platform sellers is the combination of the two. This individual brings enough clinical and operational credibility to earn trust with provider executives, and enough platform depth to connect that knowledge directly to ServiceNow's product capabilities. Translating clinical and operational realities into actual platform workflows, use case design, and solution architecture is the core differentiator this role requires. It is not strictly provider or clinical experience, and it is not strictly platform or IT knowledge. It is the intersection of the two, applied.
The Senior Director for Healthcare Provider Go To Market will work within a team that already carries deep clinical credibility and strong operational, EMR, and technical knowledge. This role is explicitly complementary. It fills the gap between clinical and technical depth on one side and ServiceNow product and solution knowledge on the other. The Senior Director will translate platform capabilities into scalable industry plays, own partner co-development motions with key SIs and technology partners, and serve as a connective layer between field sales, product, marketing, and the broader provider ecosystem. They will be a consistent presence with priority accounts and a builder of field-ready assets that drive pipeline without requiring GTM in every room.
This individual is responsible for the following areas:
How You'll Spend Your Time
Time allocation follows the Global Industries GTM operating model. Roughly 60% of this role is customer-facing: executive engagement, EBC delivery, pipeline creation, and priority account progression. The remaining 40% splits between industry strategy and product collaboration (Responsibilities 5 and 6, approximately 20%) and field enablement, play development, and business reporting (Responsibilities 7 and 8, approximately 20%). This role is most active as a door opener and trusted advisor through the point of technical win. After that, the account team leads and this role re-engages on an as-needed basis. Commercial, legal, and close milestones belong to the AE and deal team.
Areas of Responsibility
1. Executive Presence and EBC Engagements
Representing ServiceNow's vision and strategy directly to provider executives is the primary function of this role. This Senior Director will be a leading voice in Executive Business Center engagements, delivering compelling presentations that connect ServiceNow's platform capabilities to the operational and strategic priorities health system leaders are accountable for. This is not a supporting role in those rooms. This individual owns the narrative, the content quality, and the executive relationship that follows. Beyond EBCs, this includes industry forums, executive roundtables, and targeted account engagements where a senior, credible presence accelerates trust and shortens the path to commitment.
2. Customer Focused Pipeline Development
Drive net new pipeline by bringing operationally grounded, solution-level expertise into conversations with provider executives and senior leaders. Engage through industry forums, events, and targeted roundtables. Pipeline creation requires connecting ServiceNow's platform capabilities to the priorities that matter most to health system leaders: margin, workforce, operational throughput, and digital infrastructure. This role earns trust with senior buyers through command of the solution landscape and how it moves the metrics executives are accountable for. Pipeline created and influenced by this role is measured through in-quarter NNACV.
3. Sales Oriented Pipeline Progression
Partner with account executives and their teams to progress pipeline by infusing industry expertise into account strategy, forming relationships with key buying center executives, and helping shorten deal lifecycles by highlighting business value and competitive differentiators. This role functions as a door opener, relationship keeper, and trusted advisor. It stays actively engaged through technical win, with a particular focus on accounts where senior stakeholder relationships or strategic complexity require an objective, practitioner-level voice in the room. After technical win, the account team leads and this role re-engages on an as-needed basis.
4. Clinical Knowledge Applied to the Platform
A core expectation of this role is the ability to take clinical and operational knowledge and apply it directly to ServiceNow's platform. Not just describe the problem space, but work with solution consultants, product teams, and partners to frame and articulate how the platform solves the problem at the workflow level. This role provides the business oversight and strategic context for demonstrations and proof of concept work, connecting clinical and operational priorities to what is being shown in the platform. Building and running demos is Solution Consultant territory. This individual ensures the business case and clinical logic behind the demo is airtight and lands with the executive audience. That depth is what makes the customer-facing work credible.
5. Solution Ideation and Product Strategy Alignment
Partner with ServiceNow's product teams and key technology partners to inform and shape the product and solution vision for the provider segment. This is not passive input. This Senior Director will bring direct market signals, executive buyer feedback, and deal-level patterns into product conversations to guide roadmap prioritization, use case validation, and partner co-development decisions. This role is particularly focused on net new products and solutions where no off-the-shelf play exists yet. The goal is a tighter feedback loop between what health systems need, what the field is selling, and what gets built. This individual is a named stakeholder in that process, not a bystander to it.
6. Partner Development and Execution
Own the provider-specific partner GTM motion with a focused set of strategic SIs, advisory firms, and technology ecosystem partners. Priority partners include large GSIs and management consulting firms with established provider practices, as well as technology partners whose platforms intersect with ServiceNow in the health system environment. This role owns the co-build and co-sell relationship at the solution and GTM strategy level, not just the referral. It does not own partner program management, deal registration, tier compliance, or ISV commercial and certification relationships. Those sit with partner-aligned roles. This Senior Director is focused on a select set of strategic partners where joint solutions directly advance provider segment pipeline and close enterprise-level deals.
7. Industry Play Development and Scalable GTM Motions
Define and develop repeatable, insight-driven industry sales plays that translate Healthcare Provider market dynamics into executable field motions. This requires synthesizing signals across multiple inputs: emerging industry themes, executive voice of customer, deal-level win/loss patterns, and the full breadth of ServiceNow's vertical and horizontal product portfolio. A core output of this work is field-ready content: plays, positioning, use case narratives, and competitive tools that sellers can run without GTM in the room. Scalability is the goal. If the play requires this Senior Director to be present to work, it is not yet finished.
8. Analyze, Drive, and Report on the Business
Analyze the global and regional business to understand trends, opportunities, needs, and movement against goals. The primary success metric for this role is in-quarter NNACV: pipeline created directly and pipeline influenced across priority accounts. Use business analysis to identify where concentrated effort will move the number, and use that to shape priorities, change behaviors, and reinforce high-yield actions across the field.