Account Executive, Land - Energy

As an Account Executive - Land at Celonis, your key responsibilities include identifying new business opportunities within the Energy sector, managing the sales cycle from prospecting to closing deals, and building relationships with C-level executives and operational leaders. You will be responsible for demonstrating how Celonis solutions can tackle their strategic challenges, showcasing value through tailored presentations and demos, and collaborating with cross-functional teams, including value engineers and consultants, to maximize business outcomes.

To become an Account Executive - Land at Celonis, you will need proven experience in enterprise SaaS sales, particularly in securing new business and achieving revenue targets. A strong understanding of business processes within the Energy sector is beneficial, alongside exceptional communication and presentation skills to influence decision-makers. Previous experience managing complex sales cycles across multiple stakeholders, as well as familiarity with enterprise applications like Analytics or ERP, will also help you succeed in this role.

Celonis is dedicated to the professional development of its employees, especially those in key roles like Account Executive - Land. The company offers a clear career path, internal mobility opportunities, and access to a Learning & Development platform that includes mentorship programs. Regular training sessions and workshops focus on skill development, ensuring that you stay ahead in the rapidly evolving SaaS and Energy landscape.

As an Account Executive - Land at Celonis, you can expect a competitive compensation package that includes restricted stock units, life insurance, and generous time-off policies. The company also provides excellent leave options for new parents and supports physical and mental well-being through subsidized gym memberships and access to counseling services. Celonis emphasizes a healthy work-life balance, making it an attractive place for ambitious professionals.

At Celonis, an Account Executive - Land can expect a collaborative and open-minded team culture. The company fosters an environment where diverse voices are valued, encouraging innovation and independence in project execution. With an array of Business Resource Groups, Celonis ensures that every employee feels connected and appreciated, reinforcing the company's commitment to inclusivity and teamwork.

In approaching new business opportunities in the Energy sector, I utilize a methodical strategy involving market research to identify potential clients, networking with industry contacts, and analyzing competitor activity. Keeping a finger on the pulse of industry trends and customer pain points helps me tailor my outreach to ensure relevance and value in my proposals.

Certainly! My typical sales process begins with thorough research on the prospective client to understand their business landscape. I then engage with key stakeholders through initial outreach to qualify their needs. From there, I customize a solution that addresses those needs, deliver presentations or demos showcasing our value, and follow-up diligently until we can close the deal.

I have extensive experience navigating complex sales cycles, typically involving multiple touchpoints with various stakeholders. I focus on building strong relationships at all levels and remain persistent with follow-ups. Utilizing CRM tools helps me track engagement and adjust my strategy based on feedback, ultimately ensuring we address any concerns or roadblocks effectively.

Building relationships with C-level executives starts with understanding their business goals and challenges. I focus on listening actively to their concerns and aligning my solutions to their strategic objectives. Utilizing relevant industry data and success stories helps me establish credibility and fosters trust, which is crucial for long-term partnerships.

To showcase the value of Celonis solutions, I tailor pitches to highlight specific use cases relevant to the prospect's business. I incorporate measurable metrics and real-world case studies to demonstrate potential ROI, thus illustrating how our solutions can directly impact their efficiency, cost savings, and overall business performance.

Collaboration with cross-functional teams is essential for success. I ensure regular communication with value engineers, marketing managers, and pre-sales teams to enhance our value proposition and align strategies. Sharing updates and insights allows us to present a unified approach to prospects, ultimately strengthening our chances of closing deals.

When faced with objections, I employ active listening to fully understand the client's concerns. I address objections with data-driven responses, providing evidence to alleviate their worries. Patience and empathy are key, as it’s important to reassure clients and guide them towards recognizing the long-term benefits of our offerings.

Absolutely! One memorable success was closing a multi-million-dollar deal with a leading energy company. After extensive research, I identified their operational inefficiencies and tailored a comprehensive proposal that addressed their specific challenges. By leveraging team resources for a compelling demo and showcasing measurable outcomes during follow-ups, we secured the deal, which significantly enhanced their operational efficiency.

I stay informed about trends in the Energy industry through various channels including subscribing to relevant publications, attending industry conferences, and participating in webinars. Networking with other professionals in the field also provides insights into emerging challenges and innovations, allowing me to position our solutions more effectively.

My motivation to achieve sales targets comes from a blend of personal ambition and a genuine desire to help organizations overcome their challenges. Celebrating team wins and seeing the direct impact of my efforts on the client's success drives me to continuously improve and contribute positively towards my team's collective goals.