Strategic Account Executive - FSI

About Celonis

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.

The Team

The Enterprise Sales team in Japan is composed of members with diverse backgrounds, united by "intellectual curiosity," "proactive drive," and "desire to make an impact." Reporting directly to the Country Manager and Sales Director for Japan, the team's mission is to expand revenue and build long-term, strong relationships with customers.

The Role

As a Strategic Account Executive, you will lead the business development for your assigned accounts. Your primary mission is to leverage Celonis' Process Intelligence to achieve business value realization for clients, ensuring continuous retention and account expansion. You will be required to collaborate closely with internal Value Engineers, Services departments, and partner companies, demonstrating leadership within complex organizational structures of enterprise clients.

Responsibilities (業務内容 / The Work You'll Do)

• Strategic Account Management: Lead business development for assigned strategic accounts (existing and new), leveraging leads generated by the BDR team for in-depth sales.
• C-Level Engagement: Conduct discussions and proposals directly related to management challenges with executives (CXO class) and Line-of-Business leaders within client organizations.
• Comprehensive Solution Proposal: Support problem-solving and business value creation for clients facing mission-critical supply chain challenges by utilizing the full suite of Celonis solutions (e.g., Order to Cash, Procure to Pay, Finance, Sustainability).
• Closing Large Deals: Take responsibility for achieving sales targets of tens of millions to hundreds of millions of Yen (six-figure deals and above) within your assigned account territory.
• Leveraging Partner Ecosystem: Collaborate closely with consulting firms (e.g., Big4) and SaaS partner companies to drive joint proposals and projects.
• Leading Virtual Teams: Lead virtual teams comprising BDRs, Marketing, Pre-Sales, Customer Success, and Professional Services to execute proposals with organizational strength.

Qualifications (募集要項 / The Qualifications You Need)

• Native Japanese level (sufficient for smooth negotiation and proposals with clients).
• Experience selling enterprise software or IT solutions to large enterprises.
• Experience proposing and negotiating with C-level executives (CIO, CFO, CPO, COO, etc.).
• Practical experience in value selling within SaaS or software.
• Ability to manage complex sales processes: Experience leading long sales cycles involving multiple stakeholders to successful closure.
• Partner Collaboration Experience: Proven experience working with consulting firms, SIers, and tech partners.
• Ability to adapt to a fast-paced, high-growth environment and approach challenges positively and creatively.
• Growth mindset and a drive for continuous learning.
• Ability to embrace diversity, involve internal and external stakeholders, and achieve results as a team (#differentmakesusbetter #bestteamwins).

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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