The Team:
Celonis makes processes work for people, companies, and the planet. As the Celonis Services organization, we are the strategic implementation consulting & transformation arm of a unified Customer Organization aligned to four core mandates:

1. Make Celonis Business Critical: Transform the platform into the central nervous system of our customers’ operations.
2. Scale Customer Health: Drive full platform adoption to ensure long-term value and stability.
3. Focus on High-Value Activities: Prioritize complex, high-impact technical work that moves the needle for Focus & Strategic customers.
4. Empower Career Growth: Foster an environment where every Celonaut owns customer success while accelerating their own professional trajectory.

We deliver production-ready Celonis Platform implementations that drive measurable top, bottom, and green-line impact. Moving beyond “point-in-time” analysis, we utilize a Discover-and-Build approach to solve the world's most complex operational challenges.

In close partnership with Value Engineering, we perform data-driven discovery to validate business hypotheses against real-world data. We then build and deploy operational, AI-enriched solutions on top of the Celonis Platform that automate decisions and optimize workflows at an enterprise scale.

We don't just implement AI for our customers; we live it. Our project delivery lifecycle is accelerated by state-of-the-art AI augmentation, allowing our consultants to focus on high-level, strategic problem-solving. By serving as the "eyes and ears" in the field, we maintain a continuous innovation loop with our Product & Engineering teams, ensuring our frontline learnings directly shape the future of the Celonis Platform.

The Role:
You are an AI Deployment Architect (AIDA). You own the reality of scaling solutions within a customer's actual IT environment and productizing those results. Complementing your colleagues in Applied Value Engineers and Applied AI Engineering, who focus on pre-sales prototyping, you bridge the gap between "the art of the possible" and Business Critical, scaled solutions. As an AIDA, you steer account teams and customers toward AI use cases that are inherently scalable. You are not the primary implementer of these solutions. Instead, you steer the definition of the architectural vision for Consultants to execute and oversee delivery excellence. You remain hands-on for first-of-their-kind production solutions, eventually transitioning to an advisory capacity across a broad "book of work" within your assigned vertical.

The work you’ll do:

• Advise and Safeguard Technical Implementations: Provide architectural oversight for concurrent deployments at Fortune 500 organizations. You act as the final technical authority, maintaining "project-ready" coding skills to troubleshoot and resolve critical production failures that block value realization.
• Architect AI-Enriched Solutions: Collaborate with pre-sales teams to transform experimental prototypes into robust, scalable enterprise applications. You then translate these successful deployments into standardized platform features by maintaining a tight feedback loop with Product and Engineering.
• Engineer Low-Latency Systems: optimize these AI-enriched solutions for high-throughput and minimal latency. You ensure the Celonis Platform handles near-real-time data integration without compromising the user experience of business-critical applications.
• Implement Eval-Ops & Automated Testing: Build rigorous evaluation pipelines to test LLM quality and reliability at scale. You move beyond manual spot-checks by institutionalizing automated benchmarks for model accuracy and safety.
• Deploy LLMOps & Lifecycle Governance: Design systems for continuous model monitoring, cost optimization, and performance tuning. You establish the frameworks for data privacy and compliance within the customer's actual IT environment.
• Troubleshoot Agentic Orchestration: Manage the complexity of multi-agent workflows where agentic activity is triggered by Celonis context and logged back to the platform. You ensure seamless hand-offs between agents and maintain the integrity of the full process loop.
  
  

The qualifications you need:

• More than 4-5 years experience in IT-Consulting, Management Consulting, Process Improvement or a similar area
• Hands-on experience applying AI/ML techniques to solve business challenges is a plus.
• Native Japanese and strong communication in English
• Ability to refactor experimental pilots for production-scale performance and a deep proficiency in Python for building enterprise-grade LLM-based solutions.
• General understanding of companies business processes and related financial metrics and are willing to learn in this area. Knowledge of standard ERPs (SAP and related business processes (Order to cash, procure to pay…) is a plus.
• Enjoy interacting with various customers to understand and interpret business processes
• You are very dedicated and visionary and want to actively drive the Celonis Process Mining technology forward
• Excellent analytical skills, well organised and known for being a quick learner
• Business acumen is a strong plus, supporting the ability to understand client needs, identify value drivers, and deliver strategic, impact-driven recommendations
• Successfully completed your studies in Business Informatics, Computer Science, Information Systems, Economics, Mathematics, or a related field

#LI-DH2

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

【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