Job Description
The role involves driving new business growth by identifying and closing large enterprise SaaS deals, engaging with C-level stakeholders, and managing complex sales cycles within assigned accounts to expand market share for Celonis' process mining technology.
Key Responsibilities
- Drive new logo acquisition within assigned accounts and manage the entire sales cycle.
- Engage with C-level and other stakeholders to understand business needs and demonstrate how Celonis solutions meet those needs.
- Develop and deliver tailored pitches and demos to showcase the value of Celonis products.
- Collaborate with partners, including consulting firms and SaaS providers, to support sales efforts.
- Work closely with internal teams such as Business Development, Value Engineering, Pre-sales, Customer Success, and Marketing to advance sales opportunities.
Requirements
- Typically 5 to 7 years of proven success in a new business-focused SaaS sales role
- Ability to manage long and complex sales cycles with multiple stakeholders
- Experience in selling enterprise business applications such as Analytics, Business Intelligence (BI), or Enterprise Resource Planning (ERP) to buyer personas up to C-level (e.g., CFO, CSCO, COO, CPO)
- Strong business acumen with a solid understanding of business processes and KPIs in areas such as Finance and Supply Chain
- Experience in working with Partners, including Consulting firms or Enterprise Tech providers
- Crisp and fluent communication and strong presentation skills in English and Italian
- Hold an individual revenue target for closing six-figure deals within allocated accounts
- Engage cross Line-of-Business at C-level and below within target organizations
- Understand the strategic and operational business needs of target accounts and effectively communicate how Celonis will meet those needs
- Drive the sales process through a structured, staged, programmatic flow from prospecting, initial call, qualification, pitching, to closing
- Deliver best-in-class use case specific pitches and demos to demonstrate the value of Celonis solutions, in cooperation with Value Engineering or independently
- Engage closely with partners such as Big4, other consulting firms, and SaaS partners
- Engage closely with virtual team members including business development representatives, value engineers, pre-sales, customer success, partner managers, and marketing managers
Benefits & Perks
Compensation/salary range: six-figure deals target, equity RSUs
Work schedule: hybrid working options
Work environment perks: generous PTO, comprehensive benefits, extensive parental leave, dedicated volunteer days, gym subsidies, counseling, well-being programs
Additional benefits: internal mobility, dedicated learning program, mentorship opportunities, community and support programs, inclusive culture, global collaboration, open culture with autonomous teams
Ready to Apply?
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