Account Executive - Telco

Celonis • Redwood City, CA

1d • Hybrid

About The Position

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: We’re seeking a dynamic Account Executive to join our North America Enterprise Sales Team. This role focuses on driving expansion within enterprise accounts in the Telco industry. Reporting to the Sales Director of Software and Diversified Industries, you’ll have the opportunity to work with world-class products, proven sales strategies, and a collaborative network of value engineers and business development representatives. The Role: The primary goal is to expand current logos and contribute significantly to our strategic objective of capitalizing on market potential and expanding market share across enterprise accounts in North America. The work you’ll do: Drive New Business: Identify and develop new opportunities within a defined territory, targeting enterprise accounts to secure new logos. Own the Sales Cycle: Manage the entire sales process—from prospecting and qualification to closing six-figure deals. Engage Strategic Stakeholders: Build relationships across multiple lines of business, engaging with C-level executives, operational leaders, and key decision-makers. Deliver Tailored Solutions: Develop a deep understanding of customer needs and demonstrate how Celonis’ solutions can solve their strategic and operational challenges. Showcase Value: Present use-case-specific pitches and demos, independently or in collaboration with Value Engineers, to highlight the measurable impact of Celonis solutions. Collaborate with Partners: Work closely with Big 4 consulting firms, SaaS providers, and industry partners to enhance the value proposition for your prospects. Leverage Team Support: Partner with your virtual team, including business development representatives, pre-sales, customer success, marketing managers, and partner managers, to drive success.

Requirements

• Proven SaaS Sales Experience: A strong track record of success in enterprise SaaS sales, with a focus on securing new business and consistently achieving revenue targets.
• Expertise in Complex Sales: Experience managing long, multi-stakeholder sales cycles within large enterprise accounts.
• Industry Knowledge: Familiarity with the Telecommunications industry and experience with enterprise business applications such as Analytics, BI, or ERP, with the ability to engage with C-level executives (e.g., CFO, COO, CSCO, CPO) at Life Sciences companies.
• Business Acumen: A solid understanding of business processes and key performance indicators across Life Sciences process domains
• Strong Communication Skills: Exceptional presentation and storytelling abilities to confidently influence senior stakeholders and decision-makers.
• Collaborative Mindset: A team-oriented approach, leveraging internal and external resources to achieve shared goals.

Responsibilities

• Drive New Business: Identify and develop new opportunities within a defined territory, targeting enterprise accounts to secure new logos.
• Own the Sales Cycle: Manage the entire sales process—from prospecting and qualification to closing six-figure deals.
• Engage Strategic Stakeholders: Build relationships across multiple lines of business, engaging with C-level executives, operational leaders, and key decision-makers.
• Deliver Tailored Solutions: Develop a deep understanding of customer needs and demonstrate how Celonis’ solutions can solve their strategic and operational challenges.
• Showcase Value: Present use-case-specific pitches and demos, independently or in collaboration with Value Engineers, to highlight the measurable impact of Celonis solutions.
• Collaborate with Partners: Work closely with Big 4 consulting firms, SaaS providers, and industry partners to enhance the value proposition for your prospects.
• Leverage Team Support: Partner with your virtual team, including business development representatives, pre-sales, customer success, marketing managers, and partner managers, to drive success.

Benefits

• Including generous PTO, hybrid working options, company equity (RSUs), comprehensive benefits, extensive parental leave, dedicated volunteer days, and much more
• Access to resources such as gym subsidies, counseling, and well-being programs.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed
• Number of Employees: 1,001-5,000 employees