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Celonis is seeking a Strategic Account Executive to drive growth within large global enterprises in the Transportation & Logistics industry across the DACH region. You will join a high-performing sales team responsible for rail, ocean shipping, and contract logistics accounts.
In this role, you will apply a value-driven consultative sales approach to create and cultivate strategic relationships, driving sales cycles from deep discovery to value realization. You will own a selected portfolio of strategic accounts, generating new business opportunities with existing customers through a land-and-expand model. You will navigate complex organizations up to the C-suite, collaborating cross-functionally to understand account needs and systematically drive end-to-end sales cycles to successful close.
Key responsibilities include:
- Managing accounts from an existing customer perspective with a land-and-expand sales model
- Engaging across lines of business at C-level and below
- Driving Celonis Process Intelligence sales motions across the logistics value chain, translating customer challenges into compelling, AI-enabled use cases with measurable impact
- Holding an individual revenue target for closing six- to seven-figure deals within your accounts
- Navigating complex procurement and tender processes
- Engaging closely with partners such as consulting firms and SaaS vendors
- Driving complex sales cycles by orchestrating virtual teams including business development representatives, marketing managers, partner managers, value engineers, sales engineers, customer success managers, professional services, and implementation partners
Celonis is the trusted platform to industrialize Enterprise AI, powered by the Celonis Context Model, which combines process data, business knowledge, and intelligence into a living digital twin of the enterprise. The company helps global leaders optimize end-to-end processes and increase operational efficiency through its Process Intelligence platform.
QUALIFICATIONS:
- 8+ years of relevant experience in either management/AI consulting or enterprise software sales (or ideally both)
- Management/AI Consulting: experience in a consultancy, ideally in transportation, logistics, or travel practice, with direct responsibility for client relationships and business development, including own sales target and sourcing new projects
- Enterprise Software Sales: proven track record applying consultative sales approach to sell complex, strategic business solutions to large enterprise accounts with full account ownership, ideally at a hyperscaler or leading SaaS company
- Proven track record of commitment, long tenure, and successful career progression with previous companies
- Strong business acumen and deep understanding of how transportation and logistics companies operate, with familiarity of core processes and KPIs, particularly within Supply Chain and Finance
- Familiarity with different industry players (3PL, contract logistics, freight forwarding, rail) and experience addressing their key challenges: supply chain volatility and resilience, cost pressure (e.g., manual document handling such as customs and air waybills), and punctuality
- Proven ability to build trusted relationships with senior Business and IT stakeholders and engage effectively at C-level (CEO, CFO, CIO, COO, Head of Operations)
- Experience with complex tender processes is a strong plus
- Grit, hands-on mindset, and strong discovery and sales process leadership
- Fluency in German and English with exceptional communication and presentation skills
- Ability to adapt to fast-moving, high-growth environment and approach challenges with positivity, creative thinking, and growth mindset
- Collaborative and inclusive mindset with strong interpersonal skills
- Ability to leverage internal resources and work as a team
