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.
You will be assigned to our Enterprise Sales team. Our team brings together members from diverse backgrounds who share three core values: intellectual curiosity, self-driven initiative, and a desire to make an impact. Working directly under Japan's Country Manager and Sales Director, our mission is to expand revenue in the Japanese market and build long-term, strong relationships with our customers.
Job Responsibilities
As a Strategic Account Executive, you will lead business development for your assigned customers. Your primary mission is to drive continuous retention and account expansion by realizing business value for customers through Celonis' Process Intelligence. You will work closely with internal value engineers, service teams, and partner companies, demonstrating leadership with complex enterprise customers across diverse organizational structures.
- Strategic Account Management: Serve as the primary contact for strategic accounts (both existing and new), leveraging leads generated by the BDR team to conduct deep account development.
- C-Level Engagement: Engage with C-suite executives (CXO level) and business unit leaders at customer organizations, delivering discussions and proposals directly tied to their business challenges.
- Comprehensive Solution Proposals: Support customers in solving mission-critical supply chain management challenges by leveraging Celonis' full suite of solutions. Utilize solutions across Order to Cash, Procure to Pay, accounting and finance, sustainability, and more to help customers solve their challenges and create business value.
- Closing Large Deals: Take responsibility for achieving revenue targets of tens of millions to hundreds of millions of yen (six-figure deals and above) within your assigned account territory.
- Partner Ecosystem Leverage: Work closely with consulting firms including Big4, SaaS partners, and other technology partners to drive joint proposals and projects.
- Virtual Team Leadership: Lead a virtual team composed of BDRs, marketing, pre-sales, customer success, and professional services to execute proposal activities with organizational strength.
Requirements
- Native-level Japanese proficiency (capable of smooth negotiations and proposals with customers).
- Enterprise software or IT solutions sales experience targeting large enterprises.
- Experience proposing to and negotiating with C-level executives (CIO, CFO, CPO, COO, etc.).
- Hands-on experience with value selling in SaaS or software environments.
- Ability to manage complex sales processes: Experience leading long-term sales cycles involving multiple stakeholders through to close.
- Partner collaboration experience: Proven track record of driving business through partnerships with consulting firms, SIers, and tech partners.
- Ability to adapt to fast-changing, high-growth environments and approach challenges with positivity and creativity.
- Growth mindset with a willingness to continuously learn and develop.
- Ability to embrace diversity, engage stakeholders both internally and externally, and deliver results as a team (#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
- 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, and implementation partners
The qualifications you need:
- Native Japanese
- Experience selling enterprise software at C-level (CIO, CFO, CPO, COO…)
- 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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