Account Executive - State & Local Govt

About the Role

As a key member of the sales team, the Account Executive will build and expand market presence by leveraging top-tier products and effective sales strategies. This role requires a deep understanding of the strategic and operational requirements of target accounts and the ability to articulate how Celonis can address them.

The Account Executive will work closely with a virtual team, including business development representatives, value engineers, partner managers, and marketing specialists, to ensure seamless collaboration and success. This role is integral to Celonis' strategy for expanding market share through targeted client acquisitions.

What You Will Do

• Discover and cultivate new business opportunities within a designated set of accounts within the 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 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 the virtual team to ensure seamless collaboration and success
• Develop and maintain a deep understanding of Celonis' products and services, as well as the competitive landscape
• Stay up-to-date with industry trends and emerging technologies, applying this knowledge to drive sales growth

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 in a fast-paced, dynamic environment and adapt to changing circumstances
• Strong analytical and problem-solving skills, with the ability to think strategically

Nice to Have

• Experience with process mining technology or similar solutions
• Familiarity with the public sector and government procurement processes
• Knowledge of consulting firms and their role in the sales process
• Certification in sales or a related field (e.g., CRM, sales methodology)
• Experience with sales analytics and performance metrics

About the Company

As a remote-first company, Celonis understands the importance of flexibility and work-life balance. With a hybrid working model, employees can choose to work from anywhere, whether that's from home, in the office, or a combination of both. This approach allows for greater autonomy, increased productivity, and a better quality of life.

Benefits and Perks

• Competitive salary and bonus structure
• Comprehensive benefits package, including health, dental, and vision insurance
• Generous PTO policy, including vacation days, sick leave, and holidays
• Company equity (RSUs) and stock options
• Dedicated learning program, including training, mentorship, and career development opportunities
• Flexible working hours and remote work options
• Access to resources such as gym subsidies, counseling, and well-being programs
• Dedicated volunteer days and community involvement opportunities
• Company-sponsored social events and team-building activities

• To stand out in the application process, make sure to highlight your experience in SaaS sales, particularly in the State and Local Government sector.
• Develop a strong understanding of Celonis' products and services, as well as the competitive landscape, to demonstrate your expertise in the field.
• Prepare to discuss your sales strategy and approach, including how you navigate complex sales cycles and build strong relationships with clients.
• Be prepared to provide specific examples of your sales accomplishments, including metrics and outcomes.
• Research the company culture and values, and be ready to explain how your own values and work style align with those of Celonis.
• Consider creating a portfolio or case studies that demonstrate your sales skills and experience, to share with the hiring team during the interview process.