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Celonis is seeking a specialized Account Executive to drive growth in the German public sector, specifically targeting the Bundeswehr (German Armed Forces). This is a unique opportunity for someone with insider knowledge of military operations and procurement to transition into a commercial, customer-facing sales role.
The Role:
This is not a traditional Account Executive position. You will leverage your first-hand experience within the Bundeswehr to build trusted relationships across the organization and position Celonis as a long-term digital transformation partner. Working closely with the Public Sector team, Value Engineers, and product experts, you will translate operational challenges into AI-enabled use cases and drive complex, long sales cycles to closure.
Key Responsibilities:
- Build and own relationships across all branches of the Bundeswehr (Army, Navy, Air Force, Cyber and Information Domain Service) and related government entities including the Federal Ministry of Defence and BAAINBw
- Engage with decision-makers in leadership, logistics, procurement, IT, and digitalization
- Translate operational challenges into concrete, measurable use cases in areas such as logistics, maintenance and repair cycles (MRO), supply chain resilience, procurement, and IT modernization
- Contribute to solution blueprints and use case development
- Own individual revenue targets and navigate complex defense procurement processes (VSVgV, framework agreements)
- Collaborate with consulting firms, system integrators, and defense IT partners
- Represent Celonis at public sector and defense events
- Bring Bundeswehr insights back to Celonis product, marketing, and value engineering teams
About Celonis:
Celonis is the global leader in Process Mining and Process Intelligence, providing an AI platform that creates a living digital twin of enterprise operations. The company has deep relationships with leading DAX companies and is now scaling into the German public sector through 2029. The "Celonis for Defense & Security" initiative, presented at the Munich Security Conference 2026, offers a sovereign platform for optimizing military processes, improving operational readiness through logistics optimization, enhancing supply chain resilience, and accelerating IT modernization.
Qualifications:
- Several years of professional experience within the Bundeswehr (as an officer or civilian employee), ideally in a leadership role and/or in logistics, procurement, IT, digitalization, planning, or organizational development
- Solid network within the Bundeswehr and deep understanding of its organizational structure, decision-making processes, and budget/planning cycles (e.g., CPM procurement process)
- First-hand understanding of process and data challenges in logistics, materiel readiness, maintenance, or procurement
- Strong interest in transitioning to a commercial, customer-facing sales role; prior sales, business development, or consulting experience is a plus but not required
- Strong affinity for technology, data, and AI with ability to explain complex topics simply and convincingly
- Ability to build trusted relationships with senior stakeholders and engage effectively at leadership level
- Familiarity with defense procurement processes is a strong plus
- Grit, hands-on mindset, and drive to build something new
- Excellent German communication skills (native or fluent) and very good English
- Willingness and eligibility to undergo security clearance (Sicherheitsüberprüfung) if required
- Ability to adapt to fast-moving, high-growth environment with positivity and growth mindset
- Strong collaborative and interpersonal skills
