Senior Account Executive

The Senior Account Executive is responsible for growing ServiceNow implementation and managed services business across State, Local, and Education (SLED) customers, with a primary focus on the State of California. This role is ideal for a seasoned public-sector sales professional who understands government procurement, long sales cycles, and complex enterprise deals—and who can position ServiceNow as a transformational platform for digital government. You’ll own strategic accounts, lead large pursuits end-to-end, and work closely with ServiceNow and internal delivery teams to drive long-term growth. What you will do: Own and grow a multi-million-dollar territory across California state agencies, counties, cities, and special districts Develop and execute account strategies aligned to agency priorities, funding models, and digital transformation goals Lead the full sales lifecycle: prospecting, qualification, opportunity development, RFP response, negotiation, contract award, and expansion Consistently meet or exceed bookings, revenue, and pipeline targets Public Sector Procurement & Contracting Navigate State and Local Government procurement processes, including RFPs, RFQs, and compliance requirements Leverage state and cooperative contracting vehicles, including: California State contracts (e.g., CMAS, multiple-award and departmental contracts), NASPO ValuePoint, and Cooperative agreements such as OMNIA, Sourcewell, and GSA (where applicable). Partner with legal, contracts, and compliance teams to ensure accurate, timely submissions Guide customers on procurement strategy to accelerate purchasing while staying compliant ServiceNow & Partner Collaboration Build trusted relationships with ServiceNow field sales, solution consultants, partner managers, and leadership Align pursuits to ServiceNow’s SLED and California go-to-market strategy Co-sell implementation and managed services alongside ServiceNow license sales Stay current on ServiceNow products, roadmap, and public-sector use cases Customer & Executive Relationships Develop executive-level relationships with CIOs, CTOs, CISOs, CHROs, and agency leadership Act as a trusted advisor, translating agency challenges into ServiceNow-based solutions Drive long-term account growth through expansions, renewals, and managed services Ensure a smooth handoff to delivery while maintaining ongoing executive engagement Strategic & Thought Leadership Serve as a subject matter expert in digital government and ServiceNow workflows Represent the company at government technology conferences and ServiceNow events Provide market insight on California and SLED trends, funding cycles, and competitive landscape Contribute to public-sector go-to-market strategy, offerings, and messaging Qualifications and Skills: 10+ years of enterprise technology sales experience, including significant State and Local Government sales 5+ years selling ServiceNow implementation, consulting, or managed services (or similar enterprise platforms) Hands-on experience with California State procurement environments Deep understanding of government contracting vehicles and cooperative purchasing models Strong knowledge of the ServiceNow platform (ITSM, ITOM, HRSD, CSM, SecOps, custom workflows, etc.) Ability to manage long, complex sales cycles with multiple stakeholders Excellent communication skills, including RFP leadership and executive presentations Strong financial and deal-structuring acumen Strong network across the SLED technology ecosystem Preferred Qualifications Experience working for a ServiceNow Elite or Premier Partner Background in selling enterprise SaaS, digital workflow, or IT modernization solutions into the government Familiarity with California budget cycles, funding mechanisms, and legislative drivers Bachelor’s degree or equivalent experience (MBA or MPA a plus) #J-18808-Ljbffr