The Team: The Account Executive (Financial Services and Insurance) forms part of our Iberia territory sales team based from Madrid. The position is responsible for driving new logo wins and existing customer expansion across the FSI industry sector within the territory. 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, manufacturing/energy, and construction sectors by securing new logos and expanding the number of existing accounts in the region. The position of Account Executive (Financial Services and Insurance) 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 patchHold an individual revenue target for closing six-figure deals within these accounts and manage the entire sales-cycleEngage cross Line-of-Business at C-level and below within your target organizationsUnderstand the strategic and operational business needs of your target accounts and effectively communicate how Celonis will meet thoseDrive the sales process, following a structured, staged, programmatic flow through prospect, initial call, qualify, pitch to closeIn 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 solutionsEngage closely with partners, especially Big4, other consulting firms, and SaaS partnersEngage 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 roleAbility to manage long and complex sales cycles with multiple stakeholdersExperience 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-haveExperience in working with Partners, i.e. Consulting firms or Enterprise Tech providersCrisp and fluent communication and strong presentation skills in Spanish and English#LI-AB7
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