Senior Enterprise Account Executive, Deutsche Rentenversicherung & DGUV

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.
Job Description
The Federal Team is part of the Public Sector team at ServiceNow Germany, focusing on federal agencies and nationally operating social insurance carriers. These organizations sit at the heart of Germany's public services: they administer complex, legally regulated benefit processes for millions of citizens - under significant pressure to improve efficiency, ensure compliance, and drive modernization.
Among the key accounts of the Federal Team are the Deutsche Rentenversicherung (DRV) and the Deutsche Gesetzliche Unfallversicherung (DGUV) - two of Germany's largest social insurance institutions, each with complex IT landscapes, federal organizational structures, and a growing need for digital process automation.
ServiceNow addresses exactly this need - as a platform that integrates heterogeneous system landscapes, digitizes processes end-to-end, and makes regulatory compliance operationally manageable.
The Role
As Account Executive for Deutsche Rentenversicherung and DGUV, you take ownership of two of the most strategically significant accounts in the Federal Team. You manage the full sales cycle, develop existing customer relationships at decision-maker level, and unlock new areas of application for the ServiceNow platform - with the goal of actively shaping the digital transformation of these institutions.
Your Responsibilities

• Own the full sales cycle at DRV and DGUV - from needs identification through to contract close
• Build and maintain long-term relationships at C-level, department head level, and with IT decision-makers
• Develop account-specific strategies taking into account organizational structure, political frameworks, and procurement processes
• Identify and develop new use cases on the ServiceNow platform (e.g. process automation, ESM, ITSM, AI)
• Work closely with Solution Consulting, partners, and the Federal Team
• Take ownership of revenue targets and sustainable pipeline development within your assigned accounts

Qualifications
Your Profile

• Proven track record in IT solution sales or IT consulting directly with Deutsche Rentenversicherung (DRV) and/or Deutsche Gesetzliche Unfallversicherung (DGUV) - ideally with existing customer relationships at these institutions
• Established personal network among key stakeholders at DRV or DGUV - including IT leadership, department heads, and relevant decision-makers - with a deep understanding of the organizations' internal processes, governance structures, and strategic IT priorities
• Hands-on experience with German public procurement law (Vergaberecht), including framework agreements (Rahmenverträge), EVB-IT contract types, call-off mechanisms, and in-house procurement models (e.g. §108 GWB) - complemented by working knowledge of federal budget law (Haushaltsrecht) and its impact on IT investment decisions
• Strong familiarity with the partner and consulting ecosystem surrounding DRV/DGUV - including IT service providers, system integrators, and advisory firms active in the social insurance sector
• In-depth understanding of social insurance core processes - such as pension administration, rehabilitation management, occupational safety, or claims processing - and the ability to map these to platform-based IT solutions
• Demonstrated ability to navigate complex, politically shaped sales cycles with long lead times - combining strategic patience with the persistence to drive deals to close in a consensus-driven environment
• Native-level German, good command of English

What We Offer

• Responsibility for two of the most strategically significant accounts in the German public sector
• Integration into an experienced Federal Team with direct access to senior-level decision-makers
• Room to shape your approach in a market undergoing fundamental digital transformation
• Clear career path at one of the fastest-growing technology companies in the world
• Attractive compensation model with uncapped variable component

Additional Information
Work Personas
We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here . To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.
Equal Opportunity Employer
ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.
Accommodations
We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [email protected] for assistance.
Export Control Regulations
For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.
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