Job Description
The Account Executive, focusing on strategic market growth and new logo acquisition, is an integral part of our Benelux Enterprise Sales team.
Key Responsibilities
- The primary focus is on driving Celonis’ market expansion by acquiring high-value enterprise customers and transforming strategic research into realized revenue. As an Account Executive, the role is dedicated to leading cross-functional teams, identifying opportunities within the Benelux region, and contributing significantly to our strategic objectives of landing new logos and increasing market share.
- The work you’ll do: Discover and cultivate new business opportunities within a designated set of accounts (+/- 25) within your assigned client industry portfolio.
- Smart territory Planning & Account / Persona research with modern tools and AI.
- 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 plans and requirements of your target accounts and proficiently articulate and demonstrate how Celonis can address them.
- Lead the sales journey, adhering to a structured approach through prospecting, initial contact, strong qualification, client engagement, platform demonstrations, needs analysis, solution proposal, negotiation and ultimately closing deals.
- Collaborate with Value Engineering or personally conduct comprehensive presentations and demonstrations tailored to specific use cases, showcasing the value of our solutions. Forge strong partnerships, with leading consulting firms, Regional SI partners, Top Cloud Players (Microsoft, AWS, Databricks).
- Work closely with your virtual team, which includes business development representatives, value engineers, partner managers, and marketing specialists, to ensure seamless collaboration and success.
- The qualifications you need: Demonstrated success in Software as a Service (SaaS) and consultative selling, particularly in roles focused on cultivating new business opportunities and landing new logos.
- Proven track record of landing new customers and a top performing history of attainment.
- 5+ year experience in selling SaaS, Data & AI solutions. Scale-up experience is preferred.
- Strong outreach skills, high energy and drive, to build new connections and find new opportunities.
- 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, Procurement, Supply Chain).
- Experience in building business cases utilizing value selling methodologies.
- Experience collaborating with partners, such as consulting firms or providers of enterprise technology solutions.
- Selling methodologies: MEDDPICC, Consultative Selling, Value Selling, SPIN selling, Challenger Sales.
- Excellent command of the English language with strong interpersonal and communication skills. Dutch is a plus.
Ready to Apply?
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