The Team:
The Account Executive - New Business forms part of our territory sales team in Finland and is responsible for driving new logo wins across a range of business verticals. Our territory sales teams are supported by the best-in-class products, with the best sales motions, and the cooperation of other departments (Value Engineers and Business Development Representatives).
The Role:
The main goal is to land new logos and thus make a significant contribution to our strategic goal of capitalizing more market potential and expanding our market share within Finland and the Nordics Celonis business.
The work you’ll do:
- Hunt down and create new business opportunities within a fixed number of accounts in your allocated client patch
- Hold an individual revenue target for closing six-figure deals within these accounts and manage the entire sales-cycle
- Engage cross Line-of-Business at C-level and below within your target organizations
- Understand the strategic and operational business needs of your target accounts and effectively communicate how Celonis will meet those
- Drive the sales process, following a structured, staged, programmatic flow through prospect, initial call, qualify, pitch to close
- In cooperation with Value Engineering or also hands-on yourself, deliver best in class use case specific pitches and demos to demonstrate the value of our solutions
- Engage closely with partners, especially Big4, other consulting firms, and SaaS partners
- Engage closely with your virtual team including business development representatives, value engineers (pre-sales and customer success), partner managers, marketing managers etc.
The qualifications you need:
- Successful SaaS sales experience in a new business focused sales role
- Ability to manage long and complex sales cycles with multiple stakeholders
- Experience in selling enterprise business applications (e.g. Analytics, BI, ERP) to buyer personas in the business up to C-level (e.g. CFO, CSCO, COO, CPO)
- Strong business acumen with a solid understanding of business processes and KPIs (e.g. in Finance, Supply Chain)
- Understanding of the manufacturing, automotive, consumer or retail industry is an advantage but not a must-have
- Experience in working with Partners, i.e. Consulting firms or Enterprise Tech providers
- Crisp and fluent communication and strong presentation skills in Finnish and English
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