Senior Enterprise Account Executive, Deutsche Rentenversicherung & DGUV
External
Servicenow · Munich, DEPrepare for this interview
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About 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.
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
- 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
- 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
Benefits
Additional Information
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.
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