Head of Risk, Compliance & Security Go to Market – Global

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Head of Risk, Compliance & Security Go to Market – Global

We are looking for a Head of Financial Services Industry Risk and Compliance Go To Market. The ideal candidate is a Financial Services industry expert with knowledge of Financial Services pain points, business processes, system landscapes, and solutions crossing key industry segments such as banking, insurance, wealth and asset management. S/he will have deep expertise in FS Risk, Compliance, Control and Regulation. S/he has a point of view on how operational transformation can differentiate the employee, customer and regulatory experience in the Financial Services industry. S/he has experience building, launching and selling enterprise software solutions for the Financial Services industry. And s/he is passionate storyteller with the ability to communicate an innovative vision and roadmap for the Financial Services industry.  

The Head of Financial Services Industry Risk and Compliance Go To Market, will identify and localize the ServiceNow Financial Services solutions globally. S/he will closely align with our account teams in several strategic Financial Services clients to seed and develop strategic opportunities based on Financial Services industry solutions. And s/he will build trusted relationships with customer and partner executives, partner with sales leaders and account teams, and be a significant contributor to the revenue growth in our top Financial Services accounts.  

The Person 

The ideal candidate has demonstrated ability in the following key areas:  

1. Industry Experience: working in or selling into Financial Services organizations, specifically with a Risk, Control, Policy and Compliance background as a subject matter expert, business development, business consulting, project manager, product marketing, solution consulting, or similar capacity.  Familiarity with Financial Services front office and operational processes and the landscape and patterns of Financial Services industry core systems. 

1. Risk Market Expertise: demonstrated understanding of local market industry trends, buying patterns, partner ecosystem and competitive dynamics with ability to shape a localized industry strategy in key Financial Services markets. 

1. Strategic Planning: Ability to create and drive the Financial Services Go-To-Market strategic business plan with clear pathways to revenue targets across target account strategies, industry solutions, partnerships and marketing. History of being accountable to revenue and pipeline goals.  

1. Solution Sales Success: Passion for and track record of collaborating with global sales teams (Account Executives, Solution Consultants, Product Sales) as a trusted advisor to seed and develop strategic opportunities based on industry solutions.  Experience enabling Sales on the Financial Services industry message, solutions and resources available, developing high touch and at-scale sales programs, and partnering with global sales teams to seed and advance strategic solution-based opportunities.  

1. Cross-Functional Execution: Proven ability to generate results in a highly matrixed organization, collaborating with Sales, Pre-Sales, Marketing, Sales Enablement, and Alliances organizations around a common Financial Services industry strategy.  

1. Customer Engagement: Ability to present to large customer audiences and build credibility with CxOs. Proven track record of and passion for building relationships with sales teams as a trusted advisor on account strategy and strategic opportunities 

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

1. Customer Focused Pipeline Development – operate as the industry expert for banking, 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. 

1. 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. 

1. Partner Development & Execution – leading priorities with select (top 3-4) 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 regional 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; attending high-value marketing events operating as an obvious banking SME; participating in c-suite engagement opportunities; working with Industry leaders and Marquee/Big Bets account teams on specific customers; and regularly meeting with key partner Banking leaders driving mature relationships that support opportunities and driving future pipeline.  Over time, this implies the ability to embed a new industry, customer-centric muscle and experience set in a consistent, scalable way.   

Key partners in this role are: 

• Industry & Field Marketing 

• Local Field Sales & Account Management Leaders 

• Marquee Account Teams 

• Global Partner & Channel Teams 

• Other Industry GTM Leads 

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.  We're looking for a high-energy, relationship building and empathetic partner who has a business building mindset and is a remarkable communicator! 

Qualifications 

• 12+ years of experience in Banking with proven success in guiding strategy, operations and day to day functions within the bank working in or selling into the Financial Services industry, with deep knowledge of core operational processes and key markets for Financial Services, specifically focused on Regulation, Risk, Compliance and Control objectives. 

• 5+ years of Enterprise Platform Software selling into Financial Services organizations as a subject matter expert or in a business development, business consulting, solution consulting, or similar capacity.   

• Exceptional written and 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, self-motivated 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 relationship-building 

• Advanced skill level in designing and building in MS Powerpoint and Excel 

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

• Ability to achieve revenue growth and solution revenue growth targets globally and in partnership with the direct account sales teams 

• Understanding of key repeatable industry use cases in Risk and Compliance in the Financial Services industry 

• Superior organizational skills with ability to effectively prioritize 

• Ability to travel up to 60% of the time 

• Bachelors and/or Masters degree in Business, Technology, Risk or related fields 

For positions in this location, we offer a base pay of $225,000-$405,000 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.

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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