Sr. Manager, Industry Alliances - Global Financial Services

Job Description

Sr. Manager, Industry Alliances - Global Financial Services
Location: Santa Clara, New York, NY, or Major US City

ServiceNow is changing the way people work. With a service-orientation toward the activities, tasks and processes that make up day-to-day work life, we help the modern enterprise operate faster and be more scalable than ever before. We make the world of work, work better for people.

We’re disruptive. We work hard but try not to take ourselves too seriously. We are highly adaptable and constantly evolving. We are passionate about our product, and we live for our customers. We have high expectations and a career at ServiceNow means challenging yourself to always be better.

Role:
The Sr. Manager, Industry Alliances - Global Financial Services will work closely with the Director of Financial Services Industry Solutions, the Financial Services GM, and the Financial Services Product team to accelerate NOW enabled innovation in the Financial Services vertical via compelling ‘Use Cases’ from the Industry ecosystem for Banking and Insurance that address gaps in our FS industry blueprint and complement our product roadmap to amplify our Financial Services industry strategy targeting net new customer opportunities. This role will recruit and develop a targeted set of strategic Industry Alliances partners (including ISV’s), leverage technical resources to guide them in the development of integrations to, and applications built upon, the ServiceNow platform, and assist the partner in their go-to-market planning and execution. In addition, the individual should have a track record of demonstrated cross functional exec collaboration in a high-profile consulting/services/software organization that required securing consensus on key initiatives & priorities against targeted outcomes in a complex global high growth company.

This role requires approximately 20% travel.
Requirements

• Strong knowledge of the partner ecosystem and industry vertical expertise in the Financial Services vertical specifically in Banking and Insurance
• Ability to recruit new strategic industry partners that fill the whitespace in the ServiceNow Financial Services industry blueprint for Banking and for Insurance
• Ability to explore joint customer use cases with partners, ideate on joint product offerings, and work with partner/ServiceNow Solution Architects to outline a path to development
• Ability to engage with partners on joint account pursuit planning, assist them in sales cycle pursuits/opportunities, as well as facilitate co-sell with ServiceNow direct sales
• History of developing and executing partner go-to-market plans. Align, localize and execute joint GTM strategy and multi-year business plans with targeted partners around industry solutions.
• Clearly defined joint go-to-market initiatives with key Partner exec sponsors with defined milestones and progress tracking metrics & associated accountability
• Work with regions to align with field sales, presales, enablement & services governance to ensure regional leadership input and feedback for ongoing refinement
• Ability to drive measurable outcomes with the ISV partner ecosystem through Financial Services industry solutions
• Lead the effective collaboration of “deal level” strategies & tactics between field sales and partners at both new and existing customers to drive new logos & NNACV ‘Sourced-Influence’ revenue
• Work strategically to identify new industry specific ‘use cases and solutions’ with key partners and build the associated partner industry plan including product development plan and joint GTM and marketing campaigns
• Work collaboratively with SISO & ISV partner execs along with the ACE Global Alliance Directors to jointly develop world class business plans with associated QBR governance & exec sponsorship to include committed targets & shared metrics

Qualifications

• The ideal candidate will have at least 8-10 years of deep industry experience in the Financial Services sector specifically Banking and Insurance and experience in enabling or driving ‘Digital Transformation Journey’ solutions to enable revenue & accelerated growth
• Must be a team player that is goal-oriented and confident, with aptitude and desire to build high-performing teams. This individual must demonstrate an ability to get things done, build consensus and resolve conflict in a highly collaborative manner
• Diligent at measuring and communicating progress to achieve targeted business results, identifying obstacles and associated remediation plans
• The successful candidate will be adaptable and flexible, able to work and thrive in a highly dynamic environment
• Past experience and relationships with Global System Integrators, Managed Service Providers, ISV software vendors and experience with Cloud & SaaS Professional Service organizations required
• Bachelor’s degree a requirement. MBA a strong plus