Senior Enterprise Account Executive, Deutsche Rentenversicherung & DGUV

Google Chrome Microsoft Edge Apple Safari Mozilla Firefox Senior Enterprise Account Executive, Deutsche Rentenversicherung & DGUVFull-timeEmployee Type: RegularRegion: EMEA - Europe, Middle East and AfricaWork Persona: FlexibleCompany DescriptionIt 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 DescriptionThe 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 RoleAs 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 ResponsibilitiesOwn the full sales cycle at DRV and DGUV – from needs identification through to contract closeBuild and maintain long-term relationships at C-level, department head level, and with IT decision-makersDevelop account-specific strategies taking into account organizational structure, political frameworks, and procurement processesIdentify 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 TeamTake ownership of revenue targets and sustainable pipeline development within your assigned accountsQualificationsYour ProfileProven 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 institutionsEstablished 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 prioritiesHands-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 decisionsStrong familiarity with the partner and consulting ecosystem surrounding DRV/DGUV – including IT service providers, system integrators, and advisory firms active in the social insurance sectorIn-depth understanding of social insurance core processes – such as pension administration, rehabilitation management, occupational safety, or...