Account Executive - State & Local Govt

About 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 State & Local 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 solution Visa sponsorship is not offered for this role. 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. Celonis makes processes work - for people, companies, and the planet. Powered by process mining and AI, the Celonis Process Inte