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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 the Bundeswehr to translate military operational challenges into AI-enabled solutions using Celonis's Process Intelligence platform.
Celonis has launched a dedicated Defense & Security initiative, presented at the Munich Security Conference 2026, offering a sovereign platform that optimizes military processes across logistics, maintenance, repair and overhaul (MRO), supply chain resilience, and IT modernization. The role leverages Celonis's data analysis solution Metropolis to create comprehensive situational pictures enabling faster, better-informed decisions during actual missions.
You will build and own relationships across all branches of the Bundeswehr—Army (Heer), Navy (Marine), Air Force (Luftwaffe), and Cyber and Information Domain Service (CIR)—as well as key ecosystem partners including the Federal Ministry of Defence (BMVg), the Federal Office of Bundeswehr Equipment, Information Technology and In-Service Support (BAAINBw), and BWI GmbH.
Key responsibilities include:
- Building trusted relationships with decision-makers across leadership, logistics, procurement, IT, and digitalization functions
- Translating operational challenges into concrete, measurable AI-enabled use cases
- Owning individual revenue targets and driving complex, long sales cycles to close
- Navigating defense procurement and tender processes (e.g., VSVgV, framework agreements)
- Collaborating with consulting firms, system integrators, and defense IT providers
- Representing Celonis at public sector and defense events
- Bringing Bundeswehr insights back to Celonis product, marketing, and value engineering teams
This is not a traditional Account Executive role. Your credibility comes from firsthand experience inside the Bundeswehr, understanding how its structures work, how processes in logistics, maintenance, and procurement actually run, and how decisions and budgets are approved. You will use this insider perspective to position Celonis as a long-term digital transformation partner.
Celonis is investing heavily in German public sector business through 2029, with a strong go-to-market team already in place. The company has built significant traction with private sector clients including Deutsche Telekom, Mercedes-Benz, Uniper, and three-quarters of DAX companies.
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 organization, decision-making, budget and planning processes (e.g., the procurement process CPM)
- First-hand understanding of process and data challenges in logistics, materiel readiness, maintenance, or procurement
- Strong interest in moving into a commercial, customer-facing role; prior sales, business development, or consulting experience is a plus but not required (onboarding support provided)
- 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 communication and presentation skills in German (native or fluent) and very good English
- Willingness and eligibility to undergo security clearance (Sicherheitsüberprüfung) if required by customers
- Ability to adapt to fast-moving, high-growth environment with positivity, creative thinking, and growth mindset
- Collaborative, inclusive mindset with strong interpersonal skills
