Head of Disputes Go to Market (GTM)

Employment Type: Full-time Location Type: Remote

Company Description

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.

Position Overview

The Head of Disputes Go to Market (GTM) is a deep expertise 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 ServiceNow Disputes and related solutions to the Financial Services market. This role will closely align with our account teams for several strategic Financial Services clients (existing and potential) to seed and develop strategic opportunities based on the relevant industry solutions.

The Head of Disputes GTM will serve as the main point of contact for related pursuits within the global market, connecting with senior and C-suite stakeholders. This individual will elevate our messaging, communications, and experience with an industry-based lens, speaking the language of the client and considering their unique challenges and needs. The ideal candidate brings a mature and experienced point of view, is visionary with the art of the possible, is fact-based and objective in their orientation and communication, and serves as the key corporate Subject Matter Expert (SME) stakeholder.

This leader will closely align with our core and solution account teams with a central focus on the Banking sector (i.e., consumer, commercial, corporate, fintech & payments) to seed, develop, and close strategic Disputes and related opportunities. They will utilize existing broad, and build where necessary, net-new trusted relationships with customer and partner executives, partner with sales leaders, and be a highly impactful contributor to the revenue growth in our top Financial Services accounts globally.

Key Responsibilities

This leader is ultimately responsible for four specific areas of responsibility:

1. Customer Focused Pipeline Development

• Introduce and educate executives and senior leaders to ServiceNow through leadership and participation with customers at industry events, executive business reviews, etc.
• Partner with account executives and their teams to progress focused customer pipeline by infusing industry expertise (solution, messaging, etc.) into account strategy.

2. Sales Oriented Pipeline Progression

• Partner with account executives and their teams to progress pipeline by infusing industry expertise (solution, messaging, etc.) into account strategy.
• Form relationships with key buying center executives.
• Help shorten deal lifecycles by highlighting the business value and competitive differentiators.

3. Partner Development & Execution

• Lead priorities with select (top 3-4) partners to support industry leadership positioning, enablement, and customer development.
• Focus should be an accelerant for customer-focused pipeline priorities.

4. Analyze, Drive & Report on The Business

• Analyze the global disputes business to understand trends, opportunities, needs, KPI impact, and movement against goals, feeding this information into customer efforts within this industry.
• Utilize data to influence/change behaviors to drive results and reinforce high-yield actions.

5. Industry Strategy & Team Leadership Development

• Develop integrated sector / geo strategies.

Requirements

• Deep expertise in the Financial Services market, specifically within the Banking sector (consumer, commercial, corporate, fintech & payments).
• Proven ability to build and maintain trusted relationships with customer and partner executives.
• Strong understanding of ServiceNow's platform and solutions, or the ability to quickly acquire it.
• Visionary thinking with a practical, fact-based approach.
• Excellent communication and presentation skills, with the ability to engage C-suite stakeholders.
• Demonstrated experience in developing and executing go-to-market strategies.
• Strong analytical skills with the ability to interpret data and drive business decisions.
• Experience in partner management and enablement.

Application Instructions

Please refer to the standard application process for this role.