Strategic Account Executive - Transportation & Logistics

The Team:

You will join a high-performing sales team within the DACH sales organization, responsible for driving growth within large global enterprises from the Transportation & Logistics industry, including rail, ocean shipping and contract logistics. Transportation & Logistics is one of our strategic industries, where we help global leaders optimize their end-to-end processes, increase operational efficiency through our Process Intelligence platform, and provide the contextual layer to industrialize Enterprise AI.

The Role:

Applying a value-driven consultative sales approach, you will create and cultivate strategic relationships to drive sales cycles from deep discovery to value realization. You will be responsible for a selected portfolio of strategic accounts from the Transportation & Logistics industry in the DACH region, generating new business opportunities with existing customers. Navigating complex organizations up to the C-suite, you will collaborate cross-functionally to understand your accounts' needs and systematically drive the end-to-end sales cycle to a successful close.

The Work you'll do:

• Manage your accounts from an existing customer perspective. Land-and-expand is the typical model.
• Engage across lines of business, at C-level and below.
• Drive Celonis Process Intelligence sales motions across the logistics value chain and translate customer challenges into compelling, AI-enabled use cases with measurable impact.
• Hold an individual revenue target for closing six- to seven-figure deals within your accounts.
• Navigate complex procurement and tender processes.
• Engage closely with partners, e.g. consulting firms and SaaS vendors.
• Drive complex sales cycles by orchestrating virtual teams: business development representatives, marketing managers, partner managers, value engineers, sales engineers / pre-sales, customer success managers, professional services and implementation partners.

The Qualifications you need:

• 8+ years of relevant experience in either one, or ideally both, of the following domains:
• Management / AI Consulting: experience in a consultancy, ideally in a transportation, logistics or travel practice, with direct responsibility for client relationships and business development, including your own sales target and sourcing new projects.
• Enterprise Software Sales: a proven track record of applying a consultative sales approach to sell complex, strategic business solutions to large enterprise accounts with full account ownership, ideally at a hyperscaler or leading SaaS company.
• A proven track record of commitment, long tenure and successful career progression with your previous companies.
• Strong business acumen and a deep understanding of how transportation and logistics companies operate, with familiarity with their core processes and KPIs, particularly within Supply Chain and Finance.
• Familiarity with the different industry players (3PL, contract logistics, freight forwarding, rail) and experience in addressing their key challenges: supply chain volatility and resilience, cost pressure (e.g. from manual document handling such as customs and air waybills), and punctuality.
• Proven ability to build trusted relationships with senior Business and IT stakeholders and engage effectively at the C-level (CEO, CFO, CIO, COO, Head of Operations).
• Experience with complex tender processes is a strong plus.
• Grit, a hands-on mindset, and strong discovery and sales process leadership.
• Fluency in German and English, with exceptional communication and presentation skills.
• Ability to adapt to a fast-moving, high-growth environment and approach challenges with positivity, creative thinking and a growth mindset.
• Willingness to be collaborative and inclusive, to embrace diversity, and strong interpersonal skills #differentmakesusbetter
• Ability to leverage internal resources and work as a team #bestteamwins

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