Enterprise Account Executive Benelux
The Enterprise Account Executive role at Celonis focuses on driving strategic market growth and acquiring new enterprise customers within the Benelux region. As a key member of the Benelux Enterprise Sales team, the Account Executive is responsible for identifying and capitalizing on untapped opportunities in the enterprise sector, particularly targeting organizations with annual revenues exceeding $5 billion. This position involves implementing complex sales strategies and collaborating with various departments, including Value Engineers, Partners, and Business Development Representatives, to strengthen Celonis' market presence and competitive engagement.
Key responsibilities include discovering and cultivating new business opportunities within a designated set of approximately 25 accounts in the assigned client industry portfolio. The Account Executive is expected to conduct smart territory planning and account research using modern tools and AI, establish and strengthen connections across various organizational levels, and engage with executives and decision-makers to understand their needs. The role also involves leading the sales journey through prospecting, initial contact, strong qualification, client engagement, platform demonstrations, needs analysis, solution proposal, negotiation, and ultimately closing deals. Additionally, the Account Executive will collaborate with Value Engineering to conduct comprehensive presentations and demonstrations tailored to specific use cases and forge strong partnerships with leading consulting firms, regional system integrators, and top cloud providers.
The ideal candidate will have demonstrated success in Software as a Service (SaaS) and consultative selling, particularly in roles focused on cultivating new business opportunities and landing new logos. A proven track record of landing new customers and a top-performing history of attainment is essential. Candidates should possess over five years of experience in selling SaaS, Data, and AI solutions, with scale-up experience preferred. Strong outreach skills, high energy, and drive to build new connections and find new opportunities are crucial. The role requires the ability to navigate complex sales cycles involving multiple decision-makers and a track record of selling enterprise-level software applications to C-level stakeholders. A solid understanding of business processes and key performance indicators in areas such as Finance, Procurement, and Supply Chain is important. Experience in building business cases utilizing value selling methodologies and collaborating with partners, such as consulting firms or providers of enterprise technology solutions, is also required. Proficiency in selling methodologies like MEDDPICC, Consultative Selling, Value Selling, SPIN selling, and Challenger Sales is beneficial. Excellent command of the English language with strong interpersonal and communication skills is necessary, and proficiency in Dutch is a plus.
Celonis offers a range of benefits, including the opportunity to work with leading, award-winning process mining technology, clear career paths, internal mobility, a dedicated learning program, and mentorship opportunities. Employees receive generous paid time off, hybrid working options, company equity (RSUs), comprehensive benefits, extensive parental leave, dedicated volunteer days, and more. The company prioritizes employee well-being with resources such as gym subsidies, counseling, and well-being programs. Celonis fosters a dynamic, international team environment with a focus on inclusion and belonging, providing an open culture with autonomous teams where employees can contribute their ideas and make a meaningful impact.