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EMEA Banking Go-to-Market Leader

2 months ago

StainesuponThames, Surrey, United Kingdom ServiceNow Full time
Job Overview

The Director of Banking Market Strategy – EMEA is a pivotal role that collaborates with ServiceNow's customer-focused industry transformation sales teams and essential functions within the organization, such as marketing, product management, customer success, and implementation partners. This position is dedicated to identifying and tailoring ServiceNow's Banking solutions for the EMEA market, particularly targeting the United Kingdom and Ireland.

This leader will act as the primary regional liaison for the EMEA Banking sector, engaging with senior and C-suite stakeholders to elevate our messaging and communications through an industry-specific perspective, addressing their unique challenges and requirements. The ideal candidate possesses a grounded viewpoint, is visionary about potential opportunities, and communicates in a fact-based and objective manner, serving as the key Subject Matter Expert (SME).

Key Responsibilities
  1. Customer-Centric Pipeline Development: Serve as the industry authority for banking, introducing and educating executives and senior leaders about ServiceNow through participation in industry events and executive business reviews, directly contributing to new pipeline generation.
  2. Sales-Driven Pipeline Advancement: Collaborate with account executives and their teams to enhance pipeline progression by integrating industry expertise into account strategies, fostering relationships with key decision-makers, and assisting in expediting deal closures by emphasizing business value and competitive advantages.
  3. Partner Development and Execution: Lead initiatives with select top partners to enhance industry leadership positioning, enablement, and customer engagement, focusing on accelerating customer-centric pipeline priorities.
  4. Business Analysis and Reporting: Analyze regional business trends, opportunities, and needs, assessing KPI impacts and progress against goals to inform customer strategies within this sector. Utilize data to influence behaviors, drive results, and reinforce high-impact actions.

This role requires a hands-on approach, balancing the development of a long-term strategy for market penetration with the management of ongoing opportunities and pursuits. The successful candidate thrives in a dynamic, high-growth environment while maintaining a clear vision amidst daily demands.

A typical day encompasses brainstorming effective go-to-market strategies, attending high-profile marketing events as a recognized Banking SME, engaging in C-suite interactions, collaborating with industry leaders and major account teams on specific clients, and consistently meeting with key partner executives to nurture relationships that foster opportunities and future pipeline growth.

Collaboration and Engagement

Key partners in this role include:

  • Industry & Field Marketing
  • Local Field Sales & Account Management Leaders
  • Major Account Teams
  • Global Partner & Channel Teams
  • Other Industry GTM Leaders

The Director will stay attuned to broader ServiceNow and Global Sales priorities, advising on optimal messaging, channels, and strategies to deliver the best solutions for clients. We seek a high-energy, relationship-oriented individual with a business-building mindset and exceptional communication skills.

Qualifications
  • 15+ years of experience in Banking with a proven track record in guiding strategy and operations.
  • 5+ years of experience in Enterprise Platform Software sales within Financial Services as a subject matter expert or in a consulting capacity.
  • Exceptional written and verbal communication skills, with a strategic and concise approach.
  • Ability to cultivate trusted advisor relationships with clients and sales teams, influencing senior leaders on strategy and customer engagement.
  • Experience in producing thought leadership content for an international audience.
  • Resourceful and self-motivated, capable of prioritizing in a fast-paced environment.
  • Adept at navigating a matrix organization, leading through influence and relationship-building.
  • Advanced proficiency in MS PowerPoint and Excel.
  • Preferred experience in business application software marketing, sales, or delivery.
  • Proven ability to achieve revenue growth targets in collaboration with account sales teams.
  • Understanding of key repeatable industry use cases in Banking.
  • Strong organizational skills with effective prioritization abilities.
  • Willingness to travel up to 60% of the time.
  • Bachelor's and/or Master's degree in Business, Technology, or related fields.