• Being a leader in driving the Enterprise Security agenda internally and externally. • Possessing charisma, energy and finesse to be a leader in driving the Enterprise Security agenda internally and externally • Being adaptive, creative and resourceful, with a desire to operate in a start-up, undefined and matrix mode • Demonstrating Enterprise Domain Expertise - Infrastructure, applications, networking or security background(s) in selling to senior executives

• Own and grow a named book of ~60 strategic accounts • Develop structured annual and multi-year territory plans • Build strong relationships across senior leadership (GMs, AGMs), IT, mid-management, and operator teams • Drive complex enterprise sales cycles • Run qualification, first calls, deep-dive discovery, and multithreading • Lead RFP responses for highly competitive procurement cycles • Partner with your SE for demo strategy and technical alignment • Build compelling business cases aligned to modernization, compliance, efficiency, and risk reduction initiatives • Build healthy pipeline from day one • Work with a dedicated BDR to drive outbound campaigns • Leverage targeted account-based programs from marketing • Proactively warm accounts that may not buy this year — but will in future years • Maintain disciplined pipeline hygiene and forecasting accuracy • Orchestrate the deal team • Work closely with executive sponsors for strategic pursuits • Partner cross-functionally with Product, SE, and Customer Success to shape enterprise solutions • Lead internal strategy calls for win planning and competitive positioning • Navigate high-complexity procurement & competitive evaluations • Establish procurement relationships early • Influence evaluation criteria when possible • Drive deals through contracting, security review, legal negotiation, and board approvals • Travel regularly to advance deals

Title: Strategic Account Executive - FSI Location: Tokyo, Japan 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 Finansial Services 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-DH 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.

• Identify opportunities to drive revenue through assisting prospective clients, repeat clients, and referrals with their cyber security programs • Execute business development activities throughout the sales lifecycle, including strategic outreach, discovery and scoping discussions, follow-up engagement, objection handling, negotiations, and contract execution • Lead communication with various levels of client stakeholders including main point of contacts (POCs) in IT or Security, C-Suite, Legal, Purchasing, and other relevant departments • Manage communication and pursuit of new business opportunities with clients • Build, develop, and maintain long-term client relationships that position Soteria as a trusted cybersecurity advisor and partner • Coordinate with internal team for active engagements and resolve client challenges • Partner with internal teams to coordinate active engagements, address client concerns, and ensure successful delivery of services • Lead the end-to-end RFP and proposal response process, managing timelines, requirements, content development, and submission deadlines to ensure high-quality, timely responses • Maintain accurate opportunity, pipeline, forecasting, and activity data within Salesforce to support visibility, planning, and revenue growth • Drive marketing efforts and other projects related to the growth of the business • Continuously learn, develop, and sharpen sales/communication skills to provide incremental value for clients and Soteria • Represent Soteria at networking events, industry conferences, and community engagements to generate leads, expand relationships, and increase market awareness • Works with Executive Leadership on developing sales targets and future growth projections • Accurately and consistently report sales forecasts and opportunity funnels • Developing quotes and proposals for prospective clients • Researching market and industry trends