Senior Enterprise Account Executive - Bundeswehr

Company Description

At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you.

With more than 7,700+ customers, we serve approximately 85% of the Fortune 500, and we’re proud to be one of FORTUNE 100 Best Companies to Work For and World’s Most Admired Companies.

Job Description

We are seeking a Senior Account Executive to drive business development and sales within the Bundeswehr, Germany’s armed forces. You will produce new business sales revenue from a SaaS license model. You will accomplish this through account planning, territory planning, researching prospect customers, using business development strategies and completing field-based sales activities within a defined set of prospects, territory or vertical.

What you get to do in this role:

• Cultivate and maintain relationships with key stakeholders in the defense sector.
• Present complex SaaS solutions tailored to the unique needs of the Bundeswehr.
• Develop relationships with multiple C-suite personas (e.g., CFO, CIO, COO, CDO) across all product sales.
• Oversee client relationship mapping to the account team, orchestrating an account strategy across a broad virtual team (Solutions Consultants, Solutions Specialist, Success resources, Partners and Marketing, etc.).
• Be a trusted advisor to your customers by understanding their business and advising on how ServiceNow can help their IT roadmap.
• Identify the right specialist/support resources to bring into a deal, at the right time.

Qualifications

To be successful in this role you have:

• Experience with Bundeswehr or Bundesverwaltung.
• Strong background in the public sector, specifically in defense.
• In-depth industry knowledge and connections within the defense sector.
• 7+ years of sales experience in selling complex SaaS solutions and platforms.
• Experience establishing trusted relationships with current and prospective clients and other teams.
• Ability to produce new business, negotiate deals, and maintain healthy C-Level relationships.
• The ability to understand the „bigger picture“ and our plans around IT.
• Experience promoting a customer success focus in a „win as a team“ environment.
• Travel up to 50%.
• Target customer base in the Munich metropolitan area. Residence in the vicinity is an advantage.
• Fluent in German and English.

Additional Information

ServiceNow is an Equal Employment 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.

At ServiceNow, we lead with flexibility and trust in our distributed world of work. Click here to learn about our work personas: flexible, remote and required-in-office.

If you require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at for assistance.

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