Head of Risk, Compliance & Security Go to Market – Global - ServiceNow : Job Details

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

Pay $225000.00 - $405000.00 / year

Employment type Full-Time

Job Description

Req#: JB0061221

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.

The Head of Financial Services Industry Risk and Compliance Go To Market will identify and localize the ServiceNow Financial Services solutions globally. The ideal candidate is a Financial Services industry expert with knowledge of FS pain points, business processes, system landscapes, and solutions across key industry segments such as banking, insurance, wealth and asset management. S/he will have deep expertise in FS Risk, Compliance, Control and Regulation and 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 Financial Services and is a passionate storyteller with the ability to communicate an innovative vision and roadmap for the Financial Services industry.

The role will align with account teams in strategic Financial Services clients to seed and develop strategic opportunities, build trusted relationships with customer and partner executives, partner with sales leaders and account teams, and contribute to revenue growth in top Financial Services accounts.

The Person

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

• Industry Experience: working in or selling into Financial Services organizations with a Risk, Control, Policy and Compliance background as a subject matter expert, business development, business consulting, project management, product marketing, solution consulting, or similar capacity. Familiarity with Financial Services front office and operational processes and core systems landscapes.

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

• Strategic Planning: ability to create and drive the Financial Services Go-To-Market strategic business plan with pathways to revenue targets across target accounts, industry solutions, partnerships and marketing; history of accountability to revenue and pipeline goals.

• Solution Sales Success: experience collaborating with global sales teams as a trusted advisor to seed and develop strategic opportunities based on industry solutions; enabling sales on the Financial Services industry message, solutions and resources; developing high-touch and scalable sales programs.

• Cross-Functional Execution: ability to generate results in a matrixed organization; collaboration with Sales, Pre-Sales, Marketing, Sales Enablement, and Alliances around a common Financial Services industry strategy.

• Customer Engagement: ability to present to large customer audiences and build credibility with CxOs; track record of building relationships with sales teams as a trusted advisor on account strategy.

Responsibilities

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

• Customer Focused Pipeline Development – act as the industry expert for banking, educating executives and senior leaders to ServiceNow through leadership and participation with customers at industry events and executive reviews, directly generating new pipeline.

• Sales Oriented Pipeline Progression - Partner with account executives to progress pipeline by infusing industry expertise into account strategy, building relationships with key buying center executives, and helping shorten deal lifecycles by highlighting business value and differentiators.

• Partner Development & Execution – lead priorities with top partners to support industry leadership, enablement and customer development; focus on accelerating customer-focused pipeline.

• Analyze, Drive & Report on The Business – analyze regional business trends, opportunities, needs, KPIs and progress toward goals, and use data to influence actions.

Operational Style

S/he is expected to “roll up their sleeves” and formulate multi-year regional strategy while maintaining an updated tracker of opportunities and pursuits. This role thrives in a high-growth, fast-paced environment with a north-star perspective amid urgent requests.

A typical day involves go-to-market brainstorming in-region, engaging in high-value events as a banking SME, participating in c-suite opportunities, coordinating with Industry leaders and marquee accounts, and partnering with Banking leaders to drive mature relationships and pipeline.

Key partners in this role include:

• Industry & Field Marketing

• Local Field Sales & Account Management Leaders

• Marquee Account Teams

• Global Partner & Channel Teams

• Other Industry GTM Leads

S/he will maintain awareness of broader ServiceNow and Global Sales priorities and advise on messaging, channels and approaches to deliver the best solutions for customers. We seek a high-energy, relationship-building and empathetic partner with a business-building mindset and strong communication skills.

Qualifications

• 12+ years of experience in Banking with proven success in guiding strategy, operations and day-to-day functions within the bank, focused on Regulation, Risk, Compliance and Control objectives.

• 5+ years of Enterprise Platform Software selling into Financial Services as a subject matter expert or in related roles.

• Exceptional written and verbal communication skills – strategic, top-down, concise

• Ability to develop trusted advisor relationships with customers and sales organizations; ability to influence senior leaders and multiple teams on strategy and engagement

• Experience producing thought leadership content for an international audience

• Resourceful, self-motivated and able to prioritize in a dynamic, high-growth environment

• Agile business mind; ability to work in a matrix organization with distributed teams

• Advanced skills in MS PowerPoint and Excel

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

• Ability to achieve revenue growth targets globally with direct account teams

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

• Superior organizational skills with ability to 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. The base pay shown is a guideline; individual total compensation will vary based on 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 geographic location and is subject to change based on work location.

Work Personas

We approach our distributed work model with flexibility and trust. Work personas (flexible, remote, or required in office) are assigned based on work nature and location. Learn more here. Eligibility may be determined using distance between residence and nearest office via a third-party service.

Equal Opportunity Employer

ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration without regard to race, color, creed, religion, sex, sexual orientation, national origin, disability, or protected veteran status. Arrest or conviction records will be considered as required by law.

Accommodations

We strive to provide accessible options for all candidates. If you require accommodations to complete any part of the application process, or need an alternative method to apply, please contact [email protected].

Export Control Regulations

Some positions require access to controlled technology subject to export control regulations; employment is contingent on obtaining required approvals.

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Talentify is an Equal Opportunity Employer. All qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status. Accommodations and I-9/I-9 forms requirements apply where applicable.