客户经理 - 政府部门
Account Executive - Federal
Celonis 是企业 AI 工业化的可信平台。核心是 Celonis Context Model —— 将流程数据、业务知识和智能结合，形成企业的真实数字孪生，AI 可以真正理解它，将 AI 的操作盲点转化为操作清晰度。全球领先的公司信任 Celonis 及其全球合作伙伴生态系统，使他们的 AI 代理、人员、系统和流程协同工作，实现变革性成果。我们相信，通过赋予 AI 上下文，使其理解每个业务流程的实际运作方式，可以释放巨大的全球生产力和可持续性潜力。加入我们的使命，让流程为人们、公司和地球服务。
**团队介绍：**
客户经理是企业销售团队的关键成员，致力于通过在该地区获取新客户来推动增长。该职位专注于扩大我们在美国公共部门的影响力。利用顶级产品和有效的销售策略，客户经理与价值工程师、业务发展代表和其他跨职能团队紧密合作，识别并抓住高价值的新业务机会。
**职位描述：**
主要目标是通过利用该地区的未开发机会来建立和扩展市场影响力。作为专注于新业务销售的客户经理，该职位是我们在通过定向客户收购扩大市场份额方面的关键组成部分。主要职责包括
**你将从事的工作：**
- 在你负责的客户组合中指定的一组客户中发现并培养新的业务机会。
- 在组织的不同层级建立和加强联系，与高管和决策者互动，了解他们的需求。
- 理解目标客户的战略和运营需求，并熟练地阐述 Celonis 如何解决这些问题。
- 引导销售流程，按照结构化的方法进行潜在客户挖掘、初次接触、资格审核、客户参与、需求分析、解决方案提案，最终完成交易。
- 与价值工程团队合作或亲自进行针对特定用例的全面演示和展示，展示我们解决方案的价值。
- 建立牢固的合作关系，特别是与领先的咨询公司、SaaS 合作伙伴和四大审计事务所。
查看英文原文
Celonis is the trusted platform to industrialize Enterprise AI. At our core is the Celonis Context Model — which combines process data, business knowledge, and intelligence into a living digital twin of the enterprise that AI can actually understand, turning AI's operational blind spots into operational clarity. World's leading companies trust Celonis and its global ecosystem of partners to make their AI agents, people, systems, and processes work together, achieving transformational outcomes. We believe there's a massive opportunity to unlock global productivity and sustainability by giving AI the context to understand how every business process really works. Join our mission to make processes work for people, companies, and the planet.
**The Team:**
The Account Executive, a pivotal member of our enterprise sales team, is dedicated to driving growth by acquiring new clients across the region. This role is solely focused on expanding our footprint in the U.S Public Sector. Leveraging top-tier products and effective sales strategies, the Account Executive collaborates closely with Value Engineers, Business Development Representatives, and other cross-functional teams to identify and capture high-value new business opportunities.
**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.
Visa sponsorship is not offered for this role.
The base salary range below is for the role in the specified location, based on a Full Time Schedule.
Total compensation package will include base salary + bonus/commission + equity + benefits (health, dental, life, 401k, and paid time off). Please note that the base salary range is a guideline, and that the actual total compensation offer will be determined based on various factors, including, but not limited to, applicant's qualifications, skills, experiences, and location.
The base salary range below is for the role in Washington, D.C. based on a Full Time Schedule.
$163,000—$193,000 USD
**What Celonis can offer you:**
- Pioneer Innovation: Work with the global leader in Process Mining and the Process Intelligence Graph to shape the future of AI-driven business operations.
- Ownership from Day 1: Every full-time "Celonaut" is an owner, receiving Restricted Stock Units (RSUs) and merit-based refresh grants.
- Unrivaled Family Support: Benefit from our inclusive parental leave policy—24 weeks of fully paid leave for primary carers and 12 weeks for supporting carers, available from your first day of employment.
- Work-Life Integration: Enjoy Unlimited PTO (in applicable regions) and generous PTO globally, as well as a flexible hybrid work model that balances remote focus with vibrant office collaboration.
- Continuous Growth: Elevate your skills through our 70-20-10 learning framework, mentorship programs, and access to a dedicated learning platform.
- Holistic Well-being: Prioritize your health with subsidized Wellhub memberships, mental health counseling, and dedicated "Wellness Weeks" that prioritize work/life balance.
- Drive Sustainability: Participate in annual Impact Days, where you receive paid time off to volunteer for community and environmental causes with your local office, or virtually.
- Global Inclusion & Belonging: Find community through our Inclusion Think Tank and participate in our annual Inclusion Days, ensuring every voice is heard and valued.
- Value-Driven Impact: Join a mission-led organization where our core values—Live for Customer Value, The Best Team Wins, We Own It, and Earth Is Our Future—drive every decision.
**About Us:**
Celonis is the trusted platform to industrialize Enterprise AI, empowering organizations to analyze, design, and operate AI-driven processes. The Celonis Platform is powered by the Celonis Context Model, which combines process data, business knowledge, and intelligence to create a living digital twin of the enterprise that AI can understand — turning AI’s operational blind spots into operational clarity. Industry-leading companies around the world trust Celonis and its global ecosystem of partners to make their AI agents, people, systems, and processes work together, achieving transformational outcomes. 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](https://www.youtube.com/watch?v=YR5oRJGhJYg&list=PLuVor-ZUD4pnM6G33C5D0tjXUvlTPYBRe).
**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.
**Your Privacy:**
Any information you submit to Celonis as part of your application will be processed in accordance with Celonis’ [Accessibility and Candidate Notices](https://www.celonis.com/careers/candidate-notices)
By submitting this application, you confirm that you agree to the storing and processing of your personal data by Celonis as described in our [Privacy Notice for the Application and Hiring Process](https://www.celonis.com/careers/privacy-notice/).
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