Global Head of Capital Markets Go to Market

Job Description

The Global Head of Capital Markets Go to Market (GTM) is a role that operates together with ServiceNow’s customer-centric 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 the ServiceNow Capital Markets solutions to the global market (with a focus on Americas) and to specific customers / buying centers. S/he will closely align with our account teams in several strategic Capital Markets clients to seed and develop strategic opportunities based on Capital Markets industry solutions.

S/he will serve as the main regional point of contact for the global Capital Markets market connecting with more senior and C-suite stakeholders, taking our messaging, communications and experience to the next level with an industry-based lens in their language, and considering their challenges and needs. The ideal candidate brings a grounded point of view, is visionary with the art of the possible, is fact-based and objective in his/her orientation and communication and serves as the key Subject Matter Expert (SME) stakeholder.  

S/he will closely align with our core and solution account teams across Capital Markets (i.e., sell-side/Global Markets, Investment Banking; buy-side and Wealth Management background a plus), to seed and develop strategic opportunities based on Capital Markets industry solutions. S/he will build trusted relationships with customer and partner executives, partner with sales leaders, and be a significant contributor to the revenue growth in our top Capital Markets accounts across the region.

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

1. Customer Focused Pipeline Development [HB1] [GK2] – operate as the industry expert for Capital Markets, 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.
2. 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.
3. 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.
4. 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 Capital Markets 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 Capital Markets 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

Qualifications

• 12+ years of experience in Capital Markets with proven success in guiding strategy, operations and day to day functions within a Capital Markets firm.
• 5+ years of Enterprise Platform Software selling into Capital Markets 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 for their overall region and accounts, in partnership with the direct account sales teams
• Understanding of key repeatable industry use cases in Capital Markets
• 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 or related fields