Celonis is the global leader in Process Intelligence and the pioneer of Process Mining technology. As one of the world’s fastest-growing enterprise SaaS companies, we are changemakers pushing the boundaries of what’s possible. We invest heavily in advanced AI capabilities—specifically our Process Intelligence Graph—to turn data insights into immediate business action. We believe there is a massive opportunity to unlock global productivity and sustainability by placing intelligence at the core of every business process. Join our mission to make processes work for people, companies, and the planet.
エンタープライズ・セールスチームへの配属となります。多様なバックグラウンドを持つメンバーが集まり、「知的好奇心」「自発的な行動力（Drive）」「インパクトを与える意欲」を共通項として切磋琢磨しています。日本のカントリーマネージャーおよびセールスディレクター直下の組織で、日本市場における収益拡大と顧客との長期的かつ強固な信頼関係の構築をミッションとしています。
**業務内容 **製造業セクターの戦略的アカウントエグゼクティブとして、担当顧客のビジネス開発をリードしていただきます。 Celonisのプロセスイテリジェンスを活用し、顧客のビジネス価値実現（Value Realization）を通じて、継続的なリテンションとアカウントの拡大を図ることが主なミッションです。社内のバリューエンジニア、サービス部門、およびパートナー企業と緊密に連携し、複雑な組織構造を持つエンタープライズ顧客に対してリーダーシップを発揮することが求められます。
- 戦略的アカウント管理: 製造業セクターにおける特定の戦略的顧客（既存および新規）の担当として、BDRチームがジェネレーションしたリードを活用し、深耕営業を行う。
- Cレベルへのアプローチ: 顧客企業の経営層（CXOクラス）および各事業部門（LOB）のリーダー層に対して、経営課題に直結する対話と提案を行う。
- 包括的なソリューション提案: 顧客が抱えるミッションクリティカルなサプライチェーンの経営課題に対してCelonisのソリューション全版を活用し、課題解決およびビジネス価値の創出を支援します。Order to Cash、Procure to Pay、経理財務、サステナビリティなど、Celonisのソリューション全般を活用し、顧客の課題解決を支援する。
- 大型案件のクロージング: 担当アカウントテリトリーにおいて、数千万円〜数億円規模（six-figure deals以上）の売上目標達成に責任を持つ。
- パートナーエコシステムの活用: Big4をはじめとするコンサルティングファームや、SaaSパートナー企業と密接に連携し、共同提案やプロジェクトを推進する。
- バーチャルチームのリード: BDR、マーケティング、プリセールス、カスタマーサクセス、プロフェッショナルサービスなどで構成されるバーチャルチームを統率し、組織力で提案活動を行う。
募集要項
- 日本語ネイティブレベル（顧客との円滑な折衝・提案が可能なレベル）。
- 製造業向けのエンタープライズソフトウェア、またはITソリューションの営業経験。
- Cレベル（CIO, CFO, CPO, COO等）への提案・折衝経験。
- SaaSまたはソフトウェアにおけるバリューセリング（価値提案型営業）の実践経験。
- 複雑な商談プロセスの管理能力: 複数のステークホルダーが関与する長期的なセールスサイクルをリードし、クロージングまで導いた経験。
- パートナー協業経験: コンサルティングファームやSIer、テックパートナーと協業し、ビジネスを推進した経験。
- 変化が激しく、スピードの速い高成長環境に適応し、前向きかつクリエイティブに課題に取り組める方。
- 成長マインドセット（Growth Mindset）を持ち、自ら学び続ける意欲のある方。
- 多様性（Diversity）を受け入れ、社内外の関係者を巻き込みながらチームとして成果を出すことができる方（#differentmakesusbetter #bestteamwins）。
** The team**
The Strategic Account Executive sits within our Enterprise Sales team which is responsible for driving revenue growth within Enterprise accounts across Japan, creating and cultivating relationships to build and maintain customers for life.
You will be joining a dynamic team from a variety of backgrounds that has, above all, three things in common: curiosity, drive and the desire to make an impact. You will be based in our fast growing and vibrant Japan office, reporting to our Japan Sales Director.
The role:
As a Strategic Account Executive for the Manufacturing industry, the main goal is to lead the commercial development of our customer accounts, making a significant contribution to our strategic goal of capitalizing Celonis' market potential and sustainably retaining and growing our customers through business value realisation with Celonis Process Intelligence.
The individual will be required to effectively collaborate with internal stakeholders spanning direct and indirect sales as well as senior leaders in value engineering, business development and services functions. The successful candidate will demonstrate exceptional leadership qualities, and will draw upon experience in sales, relationship building, and both direct and matrix operating structures. The person will have deep expertise in successfully building enterprise customer accounts and delivering against targets.
The work you’ll do:
- Manage a small amount of Strategic Accounts in the Manufacturing Sector
- Engage cross Line-of-Business at C-level and below
- Represent the entire Celonis suite of solutions from Order to Cash, Procure to Pay, Accounts Receivable, Accounts Payable, Sustainability, and Opportunity Management
- Hold an individual revenue target for closing six-figure deals within these accounts
- Engage closely with Partners, especially Big4, other consulting firms, and SaaS partners
- Engage closely with your virtual team including business development representatives, marketing managers, partner managers, sales engineers / pre-sales, customer success managers, professional services, implementation partners
** The qualifications you need: **
- Native Japanese
- Experience selling enterprise software at C-level (CIO, CFO, CPO, COO…) within the Manufacturing industry
- SaaS or software with value selling experiences
- Ability to manage long and complex sales cycles with multiple stakeholders
- Have proven experience working with Partners, i.e. Consulting firms and Enterprise Tech
- Ability to adapt to a fast moving, ever changing, high growth environment and approach challenges with positivity, creative thinking, and a growth mindset
- Willingness to be collaborative, inclusive, to embrace diversity and to have strong interpersonal skills #differentmakesusbetter
- Ability to leverage internal resources and work as a team #bestteamwins
#LI-DH2
What Celonis can offer you:
- Pioneer Innovation: Work with the global leader in Process Mining and the Process Intelligence Graph to shape the future of AI-driven business operations.
- Ownership from Day 1: Every full-time "Celonaut" is an owner, receiving Restricted Stock Units (RSUs) and merit-based refresh grants.
- Unrivaled Family Support: Benefit from our inclusive parental leave policy—24 weeks of fully paid leave for primary carers and 12 weeks for supporting carers, available from your first day of employment.
- Work-Life Integration: Enjoy Unlimited PTO (in applicable regions) and generous PTO globally, as well as a flexible hybrid work model that balances remote focus with vibrant office collaboration.
- Continuous Growth: Elevate your skills through our 70-20-10 learning framework, mentorship programs, and access to a dedicated learning platform.
- Holistic Well-being: Prioritize your health with subsidized Wellhub memberships, mental health counseling, and dedicated "Wellness Weeks" that prioritize work/life balance.
- Drive Sustainability: Participate in annual Impact Days, where you receive paid time off to volunteer for community and environmental causes with your local office, or virtually.
- Global Inclusion & Belonging: Find community through our Inclusion Think Tank and participate in our annual Inclusion Days, ensuring every voice is heard and valued.
- Value-Driven Impact: Join a mission-led organization where our core values—Live for Customer Value, The Best Team Wins, We Own It, and Earth Is Our Future—drive every decision.
About Us:
Celonis makes processes work — for people, companies, and the planet. Powered by process mining and AI, the Celonis Process Intelligence Platform integrates process data and business context to create a living digital twin of business operations. We enable thousands of companies worldwide to understand how their business actually runs and, together with their partners, build intelligent solutions that transform and continuously improve the way they operate — unlocking billions in value. Celonis is headquartered in Munich, Germany, and New York City, USA, with more than 20 offices worldwide.
Get familiar with the Celonis Process Intelligence Platform by watching this video.
Celonis Inclusion Statement:
At Celonis, we believe our people make us who we are and that “The Best Team Wins”. We know that the best teams are made up of people who bring different perspectives to the table. And when everyone feels included, able to speak up and knows their voice is heard - that's when creativity and innovation happen.** **
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