Portfolio (Scale) Account Executive

Celonis

Celonis is the global leader in Process Intelligence and the pioneer of Process Mining technology, building an enterprise SaaS platform that uses AI to turn data insights into business action.

Tokyo, Japan Posted 5mo ago enterprise saasprocess miningai

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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.

【チームについて】

Portfolio Account Executiveは、エンタープライズ・セールスチームの一員として、日本市場における「Scaler Accounts」の収益拡大を担う重要なポジションです。社内で最も広範囲なポートフォリオ（担当顧客群）を持ち、多様な業界の顧客に対してアプローチを行います。

【職務概要】
主なミッションは、売上規模10億ドル（約1,000億円）以上の製造業を中心としたエンタープライズ企業群に対して、新規ロゴの獲得（New Logo Acquisition）と経常収益の拡大を推進することです。特定少数のアカウントを深耕するのではなく、広範なターゲットリストに対してスピード感を持ってアプローチし、市場シェアを拡大する「ハンター」としての要素が強いロールです。

【主な業務内容】

新規案件の開拓: 担当テリトリー内でのBDRチームと連携しながらビジネスチャンスを能動的に発掘し、パイプラインを構築する。
パートナー協業: パートナー企業と連携し、新規ロゴ（新規顧客）の獲得を加速させる。
マルチレベル・アプローチ: ターゲット企業の担当者レベルから経営層（C-Level）まで、あらゆる階層の関係者と関係を構築する。
価値提案とデモ: 顧客のユースケースに合わせた最適なデモンストレーションを行い、ソリューションの価値を明確に提示する。
顧客ニーズの解決: 顧客の課題を深く理解し、Celonisがどのようにそのニーズを満たすかを効果的に伝え、顧客満足度を担保する。
セールスサイクルの完遂: リードジェネレーション（案件創出）からクロージングまでの一連のプロセスを管理し、一貫して営業目標を達成する。

【応募要件（必須スキル・経験）】

法人営業経験（3年以上）:

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。

高いコミュニケーション能力:

日本語: ネイティブレベル
英語: ビジネスレベル（読み書きおよび社内コミュニケーションが可能なレベル）

パイプライン構築能力:

自ら動いて案件を創出し（アウトバウンド）、目標達成に向けた十分なパイプラインを構築・維持した実績。

セルフスターター:

指示を待つのではなく、自らイニシアチブを取って行動できる方。

マルチタスク管理:

多数の案件やタスクに優先順位をつけ、効率的に時間を管理できる能力。

テクノロジー活用スキル:

Salesforceやその他セールスツールを活用し、効率的な営業活動ができる方。

スピード感への適応:

変化が速く、ダイナミックな環境において、柔軟かつポジティブに業務に取り組める方。

【このポジションの魅力】

広範なマーケットへのアクセス: 特定の業界に縛られず、幅広い業界のエンタープライズ企業を担当できるため、多様なビジネス知見が得られます。
成長機会: グローバルリーダーであるCelonisの最先端ソリューションを武器に、圧倒的なスピードで市場を開拓する経験は、キャリアにおける大きな資産となります。

The Team:
The Portfolio Account Executive sits within our Enterprise Sales team, which is responsible for driving revenue growth within scaler accounts across Japan, and is responsible for the most extensive portfolio of accounts in the company.

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:
The main goal is to land new logos and drive the recurrent run rate for the 1+B revenue accounts mainly for manufacturing industry.

The work you’ll do:

Work closely with BDR team to hunt down and discover new business opportunities
Collaborate with partners to land new logos
Interact with all levels of the target organization
Deliver best in class use case specific demos to demonstrate the value of our solutions
Understand accounts’ needs and effectively communicate how Celonis will meet those needs while ensuring 100% satisfaction with all customers
Manage the sales-cycle including lead generation, qualification and other deliverables for closing deals while consistently delivering on sales goals

The qualifications you need:

You have relevant work experience (3+ years) in enterprise software sales
You have excellent written/verbal communication skills in Japanese and English
You have ability to multitask, prioritize, and manage time effectively
You have proven experience building pipeline.
You have ability to take initiative
You are comfortable working in a fast-paced and dynamic environment
You are skilled in using relevant technology to maximize pipe generation and deal velocity
You have ability to work, build and maintain relationships at all levels

What Celonis can offer you:

The unique opportunity to work within a new category of technology, Execution Management
Investment in your personal growth and skill development (clear career paths, internal mobility opportunities, mentorships, yearly development stipend)
Great compensation and benefits packages (stock options, generous time off, family leave from day one, and more)
Work from home support (mindfulness tools such as Calm, flexible working hours, virtual events, and workshops)
A global and growing team of Celonauts from diverse backgrounds to learn from and work with
An open-minded culture with innovative, autonomous teams
Employee resource communities to help you feel connected, valued and seen (Black@Celonis, Women@Celonis, Parents@Celonis, Pride@Celonis, Resilience@Celonis, and more)

A clear set of company values that guide everything we do: Live for Customer Value, The Best Team Wins, We Own It, and Earth Is Our Future

#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.

Your Privacy:

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