Account Executive - State & Local CA/NV/ID
WFA Digital Insight
As the remote job market continues to evolve, demand for skilled account executives with a strong grasp of digital technologies is on the rise. With the global Process Intelligence market expected to grow significantly, companies like Celonis are at the forefront of innovation. In this role, you'll leverage your expertise to drive growth in the State and Local Government sector for CA, NV, and ID. To succeed, you'll need a deep understanding of business processes, a keen eye for opportunity, and exceptional sales skills. With the right skills and experience, you can capitalize on the 25% increase in SaaS sales roles over the past year and take your career to the next level.
Job Description
About the Role
The Account Executive role at Celonis is a pivotal position focused on driving growth by acquiring new clients across the State and Local Government sector in CA, NV, and ID. As a key member of the enterprise sales team, you will be responsible for identifying and capturing high-value new business opportunities, leveraging top-tier products and effective sales strategies. You will work closely with Value Engineers, Business Development Representatives, and other cross-functional teams to achieve your goals.The role is centered around building and expanding Celonis' market presence in the region, capitalizing on untapped opportunities and establishing strong connections with executives and decision-makers. Your success will be measured by your ability to comprehend the strategic and operational requirements of your target accounts and articulate how Celonis can address them.
What You Will Do
- Discover and cultivate new business opportunities within a designated set of accounts within your assigned client portfolio
- Establish and strengthen connections across various levels of the organization, engaging with executives and decision-makers to understand their needs
- Comprehend the strategic and operational requirements of your target accounts and proficiently articulate how Celonis can address them
- Guide the sales journey, adhering to a structured approach through prospecting, initial contact, qualification, client engagement, needs analysis, solution proposal, and ultimately closing deals
- Collaborate with Value Engineering or personally conduct comprehensive presentations and demonstrations tailored to specific use cases, showcasing the value of Celonis' solutions
- Forge strong partnerships, particularly with leading consulting firms, SaaS partners, and the Big4
- Work closely with your virtual team, which includes business development representatives, value engineers, partner managers, and marketing specialists, to ensure seamless collaboration and success
- Develop and maintain a deep understanding of Celonis' products and services, staying up-to-date on the latest developments and innovations
- Provide feedback and insights to the sales and marketing teams, helping to refine and improve sales strategies and tactics
What We Are Looking For
- 8+ years of demonstrated success in Software as a Service (SaaS) sales, particularly in roles focused on both expanding existing business opportunities and cultivating new business opportunities
- 5 years of experience selling into State & Local government
- Proven ability to navigate complex sales cycles involving multiple decision-makers
- Track record of selling enterprise-level software applications to C-level stakeholders
- Strong business acumen with a solid understanding of business processes and KPIs (e.g., in Finance, Supply Chain)
- Experience collaborating with partners, such as consulting firms or providers of enterprise technology solutions
- Excellent communication, presentation, and negotiation skills
- Ability to work independently and as part of a remote team
Nice to Have
- Experience with Process Mining and Process Intelligence technologies
- Knowledge of the Celonis platform and its applications
- Familiarity with the State and Local Government sector in CA, NV, and ID
- Certification in sales or a related field
Benefits and Perks
- Competitive base salary
- Bonus and commission structure
- Equity and stock options
- Comprehensive health, dental, and life insurance
- 401(k) and retirement savings plan
- Paid time off and flexible work arrangements
- Remote work stipend and equipment allowance
- Opportunities for professional development and career growth
- Collaborative and dynamic work environment
How to Stand Out
- Develop a deep understanding of the Celonis platform and its applications to effectively articulate its value to potential clients.
- Leverage your network and build relationships with key decision-makers in the State and Local Government sector to identify new business opportunities.
- Create a strong portfolio of case studies and success stories to demonstrate your sales skills and experience.
- Be prepared to address common sales objections and have a clear understanding of the sales cycle and process.
- Research the company culture and values to ensure alignment with your own goals and expectations.
- Prepare for common interview questions, such as 'What do you know about our company?' or 'Why do you want to work in this role?'.
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