Enterprise Account Executive Sweden

2 weeks ago

Stockholm, Stockholm, Sweden Celonis Full time

The Team:

The Account Executive role is part of our strategic sales team in Sweden. The position is responsible for driving new logo wins and existing customer expansion. 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 drive the development of customer reach within the banking, insurance, and telcocommissions sectors by securing new logos and expanding the number of existing accounts in the region. The position of Account Executive will thus make a significant contribution to our strategic goal of capitalizing more market potential and expanding our market share.

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)
  • Experience in working with Partners, i.e. Consulting firms or Enterprise Tech providers

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