Head of Financial Services - GTM

Job Description 

The Head of Financial Services Go to Market (GTM) India is a deep expertise role that operates together with ServiceNows customercentric industry transformation sales teams as well as core functions within the firm (i.e. marketing product customer success & implementation partners etc.) to identify and localize ServiceNow solutions to theFinancial Services market with focus on retail & commercial banking. S/he will closely align with our account teams for several strategic Financial Services clients (existing and potential) to seed and develop strategic opportunities based on the relevant industry solutions.  

S/he will serve as the main point of contact for related pursuits within the global market connecting with more senior and Csuite stakeholders taking our messaging communications and experience to the next level with an industrybased lens in their language and considering their challenges and needs.  The ideal candidate brings a very mature and experienced point of view is visionary with the art of the possible is factbased and objective in his/her orientation and communication and serves as the key corporate Subject Matter Expert (SME) stakeholder.    

S/he will closely align with our core and solution account teams with a central focus on the Banking sector (i.e. consumer commercial corporate fintech & payments) to seed develop and close strategic Financial services opportunities. S/he will utilize their existing broad and build where necessary net new trusted relationships with customer and partner executives partner with sales leaders and be a highly impactful contributor to the revenue growth in our top Financial Services accounts globally. 

This leader is ultimately responsible for 4 specific areas of responsibility including: 

1. Customer Focused Pipeline Development & Progression introducing and educating executives and senior leaders to ServiceNow through leadership and participation with customers at industry events executive business reviews etc.  Partnering with account executives and their teams to progress focused customer pipeline by infusing industry expertise (solution messaging etc.) into account strategy. 

1. Partner Development & Execution leading priorities with select (top 34) partners to support in industry leadership positioning enablement and customer development.  Focus should be an accelerant for customer focused pipeline priorities.  

1. Analyze Drive & Report on The Business analyzing the global Financial Services to understand trends opportunities needs KPI impact and movement against goals and use that to feed/fuel customer efforts within this industry. Utilize data to influence / change behaviors to drive results and reinforce highyield actions. 

1. Industry Strategy & Team Leadership Development developing integrated sector / geo strategy including goals growth focus & investments M&A pursuits.  Partnering across the organization with key stakeholders (product marketing sales enablement etc.) to ensure strategies are aligned and jointly prioritized.  Managing and prioritizing time across top customer opportunities partnering with product on the Financial services solutions for future development and to where we make industry investments. 

S/he is expected to roll up their sleeves and based on their extensive experience is equally comfortable devising a multiyear strategy to penetrate the global market while also updating a tracker with the status of existing opportunities and key areas of pursuit.  S/he thrives in a high growth fastpaced 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 more effectively; attending highvalue marketing events operating as an obvious SME; participating in csuite engagement opportunities; working with Industry leaders and Marquee/Big Bets account teams on specific customers; and regularly meeting with key partner leaders driving mature relationships that support opportunities and driving future pipeline.  This implies the ability to embed customercentric industry muscle and experience set in a consistent scalable way.  Key partners in this role are; Industry & Field Marketing Industry Geo Sales Leaders Product Marquee Account Teams and Industry GTM Leads.  The ideal candidate has a blend of understanding ServiceNows internal rhythm as well as a highly experienced grounded external point of view on what best in class looks like to help us aspire to a new stature. 

S/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.  Were looking for a highenergy relationship building and empathetic partner who has a business building mindset and is a remarkable storyteller! 

Qualifications :

Qualifications 

20 years of sales & sales management experience in the Banking Financial services & Insurance space with proven success in guiding strategy operations and daytoday functions. 

Strong knowledge and experience within the Banking space including the ability to collaborate with internal/external teams in assisting with successful integrations for the issue. 

Knowledge of chargebacks and the issuers role in management / mitigation of chargebacks. 

Proven pipeline management skills with a consultative salecycle approach. 

Strong history of meeting targets with a vision of tangible execution for sustained YoY growth in the Banking industry. 

Ability to utilize your network to help Sales Teams with identifying prospecting and supporting sales to potential channels partners to extend offerings into all sized financial institutions. 

Be a consultative partner building relationships with financial institutions to help pitch sell and close as a valueadd to their IT fraud and chargeback management solutions and strategies. 

Serve as an strategic advisor to Product Development and Marketing to provide industry insight and feedback to produce best in class solutions across the FSO segment. 

Exceptional written presentation and delivery (verbal) communication skills strategic top down concise 

Ability to develop trusted advisor relationships with customers and sales organizations; demonstrated ability to advise and influence senior leaders multiple teams / departments on strategy messaging and customer engagement. 

Experience producing thought leadership content and communications for an international audience. 

Resourceful selfmotivated and able to prioritize independently shifting workloads in a dynamic high growth environment. 

Agile business mind: Adept ability to work in a matrix organization structure with a highly distributed team leading through influence and relationshipbuilding. 

Business application software product marketing sales or delivery experience is preferred over infrastructure experience. 

Superior organizational skills with ability to effectively prioritize. 

Ability to travel 5075% of the time. 

Bachelors and/or masters degree in business finance technology or related fields. 

Additional Information :

ServiceNow is an Equal Employment 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.

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