Developing the Next Generation of Female Sales Leaders


Account Executive (Manufacturing) - Italy



Sales & Business Development
Milan, Italy
Posted on Tuesday, January 16, 2024
We're Celonis, the global leader in execution management and process mining technology, and one of the 50 most valuable private companies in the world. We believe that every company can unlock its full execution capacity - and for that, we need you to join us.

The Team:

The Account Executive (Manufacturing) forms part of our territory sales team for Italy, based from our Milan office, and is responsible for driving new logo wins across a portfolio of businesses within the Manufacturing sector.

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 the Manufacturing sector across Italy.

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) or knowledge of Process Mining.
  • 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 English and Italian

What Celonis can offer you:

  • The unique opportunity to work within a new category of technology, Execution Management
  • Investment in your personal growth and skill development (clear career paths, internal mobility opportunities, L&D platform, mentorships, and more)
  • Great compensation and benefits packages (equity (restricted stock units), life insurance, time off, generous leave for new parents from day one, and more). For intern and working student benefits, click here
  • Physical and mental well-being support (subsidized gym membership, access to counselling, virtual events on well-being topics, and more)
  • A global and growing team of Celonauts from diverse backgrounds to learn from and work with
  • An open-minded culture with innovative, autonomous teams
  • Business Resource Groups to help you feel connected, valued and seen (Black@Celonis, Women@Celonis, Parents@Celonis, Pride@Celonis, Resilience@Celonis, and more)
  • A clear set of company values that guide everything we do: Live for Customer Value, The Best Team Wins, We Own It, and Earth Is Our Future

About Us

Since 2011, Celonis has helped thousands of the world’s largest and most esteemed companies yield immediate cash impact, radically improve customer experience, and reduce carbon emissions. Its Process Intelligence platform uses industry-leading process mining technology and AI to present companies with a living digital twin of their end-to-end processes. For the first time, everyone in an organization has a common language for how the business runs, visibility into where value is hiding, and the ability to capture it. Celonis is headquartered in Munich, Germany and New York City, USA with more than 20 offices worldwide.

Celonis is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment and equal opportunity in all aspects of employment. We will not tolerate any unlawful discrimination or harassment of any kind. We make all employment decisions without regard to race/ethnicity, color, sex, pregnancy, age, sexual orientation, gender identity or expression, transgender status, national origin, citizenship status, religion, physical or mental disability, veteran status, or any other factor protected by applicable anti-discrimination laws. As a US federal contractor, we are committed to the principles of affirmative action in accordance with applicable laws and regulations. Different makes us better.

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