Account Executive, Expand - CPG

As an Account Executive - Expand at Celonis, your role includes managing a select portfolio of strategic accounts and building strong relationships with key decision-makers within those organizations. You'll focus on driving growth by identifying new opportunities and presenting our comprehensive suite of solutions. By employing a consultative sales approach, you’ll help clients realize measurable outcomes and foster long-term partnerships.

To become an Account Executive - Expand at Celonis, you should have a proven track record of account growth, particularly in increasing wallet share and delivering successful upselling and cross-selling within existing accounts. Experience in managing complex sales cycles and collaborating with diverse teams is essential. Excellent communication skills and a deep understanding of customer needs will also be crucial for your success in this role.

The total compensation package for an Account Executive - Expand at Celonis includes a competitive base salary which ranges from $150,000 to $200,000, based on your skills and experience. In addition to your base salary, you’ll enjoy bonuses, equity options, and a comprehensive benefits package that includes health insurance, a generous leave policy, and more.

At Celonis, we are committed to investing in your personal growth and skill development as an Account Executive - Expand. We offer clear career paths, internal mobility opportunities, and access to a learning and development platform to enhance your skills. Mentorship programs are also available to help you advance in your career and achieve your professional aspirations.

Celonis offers a unique, open-minded culture that encourages innovation and collaboration. As an Account Executive - Expand, you'll be part of a diverse team that values different perspectives and approaches. We support work-life balance, physical and mental well-being, and foster a sense of belonging through our Business Resource Groups, aiming to create an inclusive environment for all our employees.

In managing a strategic account at Celonis, I would start by building a strong relationship with key stakeholders. I’d focus on understanding their unique challenges and needs, aligning our solutions to deliver value. Regular check-ins and updates would ensure consistent communication, while leveraging data insights would help identify growth opportunities to drive upselling and cross-selling initiatives effectively.

My sales methodology is rooted in a consultative approach. This means I engage with clients to understand their pain points and objectives. I tailor my pitch to align Celonis' solutions with their specific needs, ensuring they see the measurable impact of our services. This not only fosters trust but also encourages long-term partnerships, which is crucial for an Account Executive at Celonis.

To foster relationships with C-suite executives, I focus on understanding their strategic goals and the business landscape they operate in. I establish credibility by providing insights and data-driven recommendations and by consistently communicating the value our solutions can deliver. I prioritize personalized engagement and aim to become a trusted advisor rather than just a salesperson.

Handling complex multi-stakeholder sales cycles effectively requires clear communication and collaboration. I ensure all key stakeholders are engaged from the outset and maintain regular updates to involve them throughout the process. I identify and address potential obstacles proactively and leverage team resources, such as sales engineers and customer success managers, to present a united front.

One successful account growth strategy I implemented involved conducting a thorough analysis of an existing client's usage of our services. By identifying areas of underutilization, I presented a tailored upsell proposal that focused on training and support to help them leverage more of our solutions. This resulted in a 30% increase in their contract value over a two-year period.

I have used various CRM systems like Salesforce to track customer relationships and manage sales performance. Additionally, I leverage analytics tools to gain insights into customer behavior and engagement patterns. These tools help me strategically tailor my outreach and optimize my pipeline, ensuring that I meet or exceed my sales targets.

I remain adaptable in a fast-paced environment by prioritizing continuous learning and staying informed about industry trends. Being open to feedback allows me to adjust my approach as needed. I also practice time management strategies to stay organized and focused, which helps me navigate changes and challenges without losing momentum.

In a previous role, I successfully collaborated with a consulting firm to create a joint proposal that combined our strengths. My role involved coordinating between our teams and aligning our offerings to deliver greater value to the client. This partnership not only helped secure the deal but also established a lasting relationship with the consulting firm.

My approach to presenting solutions involves understanding the client's specific needs beforehand. I then tailor my presentation to highlight how our solutions can solve their pain points. I focus on storytelling and practical examples during my presentation to make the information engaging and relatable. Encouraging questions and open discussions during the presentation also fosters a collaborative environment.

A customer-centric mindset is vital for an Account Executive - Expand at Celonis because understanding and addressing customer needs directly influences our success. By aligning our solutions with their goals and pain points, we not only drive sales but also enhance the overall customer experience. This fosters long-term relationships and repeat business, which are key to sustainable growth for both the clients and Celonis.