Account Executive - Federal

The Role:
The primary objective is to build and expand market presence by capitalizing on untapped opportunities in the region. As an Account Executive specializing in new business sales, this role is integral to our strategy for expanding market share through targeted client acquisitions. Key responsibilities include

The work you’ll do:

Discover and cultivate new business opportunities within a designated set of accounts within your 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 your 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 our solutions.
Forge strong partnerships, particularly with leading consulting firms, SaaS partners, and the Big4.
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:

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 federal 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.

The base salary range below is for the role in Washington, D.C. based on a Full Time Schedule.
$163,000—$193,000 USD

Skills Required
8+ years of demonstrated success in Software as a Service (SaaS) sales
5 years of experience selling into federal 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 and understanding of business processes and KPIs (e.g., Finance, Supply Chain)
Experience collaborating with partners such as consulting firms, SaaS partners, and the Big4
Experience delivering presentations and demonstrations tailored to specific use cases (with or without Value Engineering support)
Experience both expanding existing business and cultivating new business opportunities