Your role at Dynatrace - Manage growth & adoption of our Dynatrace platform into assigned accounts on a global basis, whilst working with local sales and support teams across various GEOs - Drive customer’s long-term corporate & cloud strategies with accompanying roadmap - Create a holistic strategic account plan with key initiatives that will drive strategy realization over a 2-3 year period - Define & detail a prioritized key initiative plan jointly with customer stakeholders - Map stakeholders to govern the current & future relationship, as well as to ensure that the Dynatrace assigned executive sponsor is appropriately engaged - Mobilize & execute the end-to-end land, adopt (consume & promote), and grow ARR strategy - Leverage the Dynatrace services, support, partner, and hyper scale ecosystems to expand the Dynatrace footprint through innovation and collaboration - Develop long-term C-level relationships - Influence & lead a virtual team of resources from various LoBs, functions, and geographies What will help you succeedMinimum Requirements: - HS diploma or GED AND a minimum of 3 years of experience in closing enterprise software sales. Preferred Requirements: - You have worked with Public Sector accounts, preferably in the SLED space - You have extensive experience of enterprise selling experience in large global accounts at the executive level - You have a successful track record of handling large complex deal negotiations and global contracts - You previously have stood as a primary account manager or team leader for a large, globally federated enterprise working with multiple business units (influencing governance and policy is a plus!) - You can navigate across the business and the customer in a trusted advisor/consultative approach; and establish credibility quickly with senior-level executives across the organizations - You understand Observability, Security and/or technology-as-a-service space (Infrastructure-as-a-Service, Software-as-a-Service, Platform-as-a-Service) - You can bring your sales or consulting expertise and business acumen dealing with complex business software/IT solutions and global contracts - You have knowledge of the IT ecosystem in large, global, enterprises - Ideal candidates will be located in Utah, Colorado, or Arizona Why you will love being a Dynatracer - A one-product software company creating real value for the largest enterprises and millions of end customers globally, striving for a world where software works perfectly. - Working with the latest technologies and at the forefront of innovation in tech on scale; but also, in other areas like marketing, design, or research. - A team that thinks outside the box, welcomes unconventional ideas, and pushes boundaries. - An environment that fosters innovation, enables creative collaboration, and allows you to grow. - A globally unique and tailor-made career development program recognizing your potential, promoting your strengths, and supporting you in achieving your career goals. - A truly international mindset with Dynatracers from different countries & cultures all over the world, and English as the corporate language that connects us all - A culture that is being shaped by the diverse personalities, expertise, and backgrounds of our global team. Compensation and Rewards - The salary range for this role is $128,000-$160,000. When determining your salary, we consider your experience, skills, education, and work location. - Our total compensation package includes unlimited personal time off, an employee stock purchase plan, and a reward system. - We also offer medical/dental benefits, and a company matching 401(k) plan for retirement. Equal Employment OpportunityAll your information will be kept confidential according to EEO guidelines. We offer competitive compensation, company-sponsored premium benefits, medical, dental, vacation/holidays, company matching 401(k) Plan, etc. Dynatrace is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, gender identity, religion, national origin, ancestry, citizenship, physical abilities, age, sexual orientation, creed, disability status, veteran status, pregnancy, genetic status, or any other characteristic protected by law. If your disability makes it difficult for you to use this site, please contact careers@dynatrace.com. Dynatrace participates in E-Verify, participant information in English and Spanish. Right to work information in English and Spanish. EEO is the Law. To be considered for this position, please upload your resume/CV.

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 globaltalentss@servicenow.com 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. From Fortune. ©2025 Fortune Media IP Limited. All rights reserved. Used under license.

• Generate a consistent volume of qualified B2B2C leads from partner institutions and deliver them into AMO’s sales pipeline for conversion into clinical experience bookings • Build and manage a portfolio of B2B2C partner accounts — international medical schools, education agents, and healthcare organizations — whose students AMO is contracted to recruit, market to, and qualify as leads for the sales team • Identify, qualify, and close new partnership agreements that grant AMO the rights to manage webinars, student outreach, and marketing campaigns on the partner’s behalf • Lead AMO “Pitch” presentations with deans, program directors, agency owners, and other decision-makers to acquire new partnerships and reinforce existing ones • Build a pipeline of qualified B2B2C opportunities through targeted outreach, market research, and proactive identification of emerging international markets for AMO clinical experiences • Plan, schedule, and deliver partner-facing webinars and virtual student events designed to capture student interest and produce qualified leads for the sales team • Collaborate with Marketing to develop partner-specific landing pages, HubSpot workflows, and co-branded campaign assets that capture, nurture, and qualify partner students into sales-ready leads • Develop and execute joint marketing plans with each partner institution — including content calendars, email sequences, social outreach, and event programming — to maximize qualified lead volume per account • Partner closely with the sales team to define lead qualification criteria, ensure smooth handoffs, gather feedback on lead quality, and continuously improve conversion from qualified lead to booked clinical experience • Negotiate contracts and partnership agreements with international medical schools, agents, and organizations, ensuring long-term, revenue-generating collaborations • Manage ongoing relationships with key partners at multiple levels of the organization, keeping partners engaged, well-supported, and on track to meet agreed-upon student referral targets • Track lead volume, lead quality, and downstream conversion-to-booking performance by partner account; identify underperforming relationships and develop intervention plans to grow qualified leads per partner • Maintain an active directory of key personnel at healthcare schools, agencies, and high-value partner organizations throughout the world • Stay current on the latest trends in medical education, healthcare workforce development, and international student mobility to refine market strategy • Coordinate with internal teams — marketing, sales, contracting, fulfillment, and customer success — to ensure seamless implementation of partnership agreements and a strong lead-to-rotation experience for partner students • Use HubSpot to log all partner interactions, manage CRM data, track lead attribution by partner account, and document key action items from partner meetings • Attend industry conferences, networking events, and partner-hosted events to represent AMO and generate new B2B2C opportunities • Provide thought leadership in team meetings and contribute insights to refine AMO’s international B2B2C lead-generation strategy • Other duties as assigned

• Maximize the breadth and depth of relationships by working closely with clients to intimately understand their business strategies, needs, and challenges as well as how Zelis supports the achievement of those goals. • Manage and oversee revenue targets, including budgets, forecasts, and product utilization review for the assigned book of business. • Responsible for client renewals and retention. • Successfully lead contract negotiations and manage the complete life cycle to renew client agreements while looking for ways to expand the partnership. • Proactively identify and mitigate risks such as volume decreases, service gaps, and changes in client relationships. • Drive revenue growth through existing product optimization, understand and communicate key differentiators, product strategy, features, and functionality. • Successfully uncover and qualify opportunities for growth to deliver great client value. • Collaborate with sales to present innovative solutions and grow existing client base. • Effectively illustrate and validate client outcomes consistently, leveraging client reporting and knowledge of client’s business goals and measures Conduct Client Business Reviews. • Conduct and lead all client business reviews and account plans to optimize value with the client's book of business. • Ensure industry leading quality service delivery and client satisfaction; measurements include proactive client management, timely escalation and resolution of issues, and nurture clients into loyal promoters. • Secure client references and permission in support of key Zelis initiatives and case studies as needed.