Enterprise Account Executive - CPG / Retail

We're Celonis, the global leader in Process Intelligence technology and one of the world's fastest-growing SaaS firms. We believe there is a massive opportunity to unlock productivity by placing AI, data and intelligence at the core of business processes - and for that, we need your help. Care to join us?

The Team

The CPG Account Executive, focusing on strategic market growth and new logo acquisition, is an integral part of our Benelux Enterprise Sales team. This role focuses on unlocking untapped potential within the enterprise sector (>$5B annual revenue), strengthening our market presence and competitive engagement. Our Account Executive acts as the "CEO" of their territory, implementing complex sales strategies and collaborating with various departments, including Value Engineers, Partners, and Business Development Representatives.

The Role

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 specializing in new business in consumer goods, 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.

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. Industry experience in Retail / CPG is a plus. 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.

What Celonis Can Offer You:

Pioneer Innovation: Work with the leading, award-winning process mining technology, shaping the future of business. Accelerate Your Growth: Benefit from clear career paths, internal mobility, a dedicated learning program, and mentorship opportunities. Receive Exceptional Benefits: Including generous PTO, hybrid working options, company equity (RSUs), comprehensive benefits, extensive parental leave, dedicated volunteer days, and much more. Interns and working students explore your benefits here. Prioritize Your Well-being: Access to resources such as gym subsidies, counseling, and well-being programs. Connect and Belong: Find community and support through dedicated inclusion and belonging programs. Make Meaningful Impact: Be part of a company driven by strong values that guide everything we do: Live for Customer Value, The Best Team Wins, We Own It, and Earth Is Our Future. Collaborate Globally: Join a dynamic, international team of talented individuals. Empowered Environment: Contribute your ideas in an open culture with autonomous teams.

About Us:

Celonis makes processes work for people, companies and the planet. The Celonis Process Intelligence Platform uses industry-leading process mining and AI technology and augments it with business context to give customers a living digital twin of their business operation. It’s system-agnostic and without bias, and provides everyone with a common language for understanding and improving businesses. Celonis enables its customers to continuously realize significant value across the top, bottom, and green line. Celonis is headquartered in Munich, Germany, and New York City, USA, with more than 20 offices worldwide.

Get familiar with the Celonis Process Intelligence Platform by watching this video

Celonis Inclusion Statement: At Celonis, we believe our people make us who we are and that “The Best Team Wins”. We know that the best teams are made up of people who bring different perspectives to the table. And when everyone feels included, able to speak up and knows their voice is heard - that's when creativity and innovation happen.

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