The Team: The Account Executive - New Business forms part of our territory sales team in Portugal 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 in the Iberia 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 Portuguese and English
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