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)

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