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 at least 3 years of experience in closing enterprise software sales. Preferred Requirements: - You are able to manage sales cycles within complex organizations; while compressing decision cycles - Specific experience selling into Federal accounts, ideally Federal Systems Integrators - You have outstanding communication (written and oral), negotiation and presentations skills - You know how to collaborate internally across all supporting resources within sales to maximize your effectiveness and advance the sales process - You show a successful track record in Enterprise software sales - You thrive in high-velocity situations and can think/act with a sense of urgency - Your organizational, communication, negotiation and presentation skills are top-notch - You have experience with account mapping and planning - You are a motivated and tenacious self-starter who consistently delivers high performance against quota driven by VP- and C-level relationships - You possess MEDDIC experience - You possess APM experience (just a plus -- not necessary) - Up to 30% of travel required within the region This position can be fully remote and based anywhere in the US Why you will love being a Dynatracer - Dynatrace is a leader in unified observability and security. - We provide a culture of excellence with competitive compensation packages designed to recognize and reward performance. - Our employees work with the largest cloud providers, including AWS, Microsoft, and Google Cloud, and other leading partners worldwide to create strategic alliances. - You'll get to work at the forefront of innovation with Dynatrace Intelligence—the industry's first agentic operations system. Bringing together deterministic and agentic AI, it helps teams understand what's happening, why it matters, and what to do next— automatically. - Over 50% of the Fortune 100 companies are current customers of Dynatrace. Compensation and Rewards - The salary range for this role is $150,000-$170,000. 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 CRM Account Executive will oversee market success of ServiceNow's CRM Workflows products. You will play a leading role in engaging assigned accounts in the Central Government vertical and be responsible for the creation of new business and pipeline across a substantial portion of the ServiceNow sales cycle and methodology. You will oversee executive relationship management for assigned accounts; lead and partner with virtual teams, including Core Field, Solution Sales, Solution Consulting, Support and Professional Services. What you will get to do in this role: - Oversee development and growth of assigned Central Government accounts, including development and deployment of territory resources - Develop a sales strategy in your allocated territory with a target prospect list, and a regional sales plan for your assigned account and/or territory. - Develop relationships with multiple C-suite personas (e.g., CFO, CIO, COO, CDO) across CRM product(s) and CRM multi-workflow solution(s). - Arrange and conduct initial Executive and CxO discussions and position meetings - Collaborate closely with your Solution Consulting counterpart and extended team to deliver 'art of the possible' demonstrations showcasing ServiceNow's CRM Workflows product(s) & solution(s), orchestrating relationships as required. - Develop a clear roadmap and building capabilities across our clients and ServiceNow teams to promote an outstanding customer experience - Be the trusted advisor to the customer by understanding their existing and future Customer Engagement & Operations roadmap to drive the ServiceNow Customer & Industry Workflows platform - Own and Lead CRM opportunities all the while collaborating closely with Core Sales Teams (AE's, SC's, Leadership) and other ServiceNow Solution Areas (Creator, Employee, Technology) to deliver outcomes-based solutions to our clients and prospects. - In partnership with assigned Account Executive and Solution Consultant, present our CRM Workflows offering directly to prospects, customers, partners and at industry events and seminars - Articulate customer success strategies to the field to streamline and standardize Platform presentations and value proposition - Prospect qualification and the development of new sales opportunities and ongoing revenue streams with limited support from inside sales - Sales process management and opportunity closure - Ongoing account management to ensure customer satisfaction and drive additional revenue streams Qualifications To be successful in this role you have: - Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry. - Deep experience in solution sales, preferably within a CRM / Customer engagement /Customer Service Management / CX / CPaaS / CCaaS / SOM vendor - An understanding of the CRM, CX or CSM solution-related business processes - Experience leading virtual or matrixed teams - Ability to understand broad, macro-level business IT needs for a prospective client - 8+ years of sales experience within complex software or platform solutions - Deep industry knowledge of Central Government and the wider Public Sector vertical essential - 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 - Able to thrive in a fast paced, growing, deadline driven environment - Willingness to go above and beyond to win in the market against stiff competition - Ability to communicate complex issues in simple terms via written and oral media, to a variety of different audiences - Ability to forge strong business relationships and connect with both C-level execs at customers as well as with individuals in ServiceNow internal and external eco-system - Excellent communication and presentation skills - Regional travel required 30-50%, offices in London and Staines with regular attendance expected 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. Learn more here . 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.

• Serve as the primary executive point of contact and trusted advisor for a portfolio of large, national self-funded employer clients, owning the overall health, satisfaction, and growth of each relationship. • Build and maintain multi-threaded relationships across client organizations — including C-suite, VP-level HR and Benefits leaders, and Finance stakeholders — through proactive, strategic engagement and a deep understanding of each client’s business priorities. • Engage regularly with brokers, consultants, and benefits advisors aligned to national accounts, serving as a knowledgeable partner who reinforces the value of the Centivo solution at every touchpoint. • Identify and drive opportunities to expand and deepen each client relationship, including increased enrollment, plan design enhancements, geographic growth, and new program adoption. • Champion the client’s voice internally, advocating for their priorities across Centivo’s product, clinical, operations, and executive leadership teams. • Lead the end-to-end renewal strategy for each national account, developing a client-specific approach that demonstrates measurable plan performance, validates savings against benchmarks, and positions Centivo for long-term retention. • Design and deliver executive-level renewal presentations and business reviews that translate complex data — including claims analytics, cost benchmarking, clinical outcomes, and member engagement metrics — into a compelling, consultative narrative tailored to each client’s goals. • Proactively identify and mitigate retention risks well in advance of renewal windows, drawing on stakeholder intelligence, utilization trends, and account health signals. • Act as a strategic consultant to clients evaluating plan design changes, benefit expansions, or program enhancements, providing informed recommendations grounded in Centivo’s data and industry best practices. • Represent the client success experience in finalist presentations and strategic sales pursuits, providing prospective national account clients with confidence in Centivo’s service model. • Orchestrate a seamless, high-touch service experience for national accounts, coordinating across Centivo’s internal teams and vendor ecosystem to ensure exceptional delivery across all plan components — including member engagement, claims operations, PBM, provider network, and reporting. • Establish clear operating rhythms, escalation protocols, and communication standards with each client, ensuring consistent and proactive account management throughout the plan year. • Personally oversee the identification, tracking, and resolution of high-stakes client issues — including claims discrepancies, executive-level member escalations, and provider disputes — mobilizing the right resources and maintaining transparent client communication throughout. • Leverage deep knowledge of self-funded plan administration and health plan operations to educate clients, contextualize plan data, and proactively address questions before they become concerns. • Drive a data-informed account management approach, using plan analytics, population health trends, and benchmarking data to proactively surface insights and shape client conversations. • Oversee the preparation and delivery of customized performance reporting and executive dashboards for national account clients, ensuring that data is presented clearly, accurately, and in a format that informs strategic decisions. • Collaborate with internal analytics, clinical, and product teams to develop account-specific reporting that reflects each client’s defined success metrics and organizational priorities. • Monitor emerging data signals — including high-cost claimants, utilization patterns, and care gap trends — and translate findings into actionable recommendations for plan sponsors. • Serve as an ambassador for Centivo’s brand and mission within each national account, ensuring that the client’s internal teams, employees, and leadership understand the full value of the Centivo solution. • Maintain a deep understanding of the competitive landscape for large, self-funded employers — including alternative funding models, TPA trends, and evolving broker/consultant expectations — to strengthen Centivo’s positioning within your book of business. • Contribute insights from national account relationships to Centivo’s product and market strategy, serving as a key conduit between large client needs and internal roadmap priorities.

• Own full-cycle sales for research grade products and manufacturing solutions, from lead generation through deal closure, with disciplined funnel management • Proactively engage and grow a portfolio of research-grade clients, driving order growth through value-based selling • Identify, qualify, and transition GMP (clinical) leads to BDMs to build and accelerate the clinical pipeline • Collaborate with technical sales to support technical qualification and deliver modality-based solutions for cell and gene therapy developers • Partner with genomic medicine pioneers to solve complex drug development challenges and accelerate life-changing therapies