Head of Go-to-Market - Public (Germany)

The Team

Our Go-To-Market (GTM) organization comprises our Sales, Value Engineering, and Services teams, all working together to drive sales and deliver value to both new and existing customers.

To strengthen, expand, and sustain our customer relationships within the German Public Sector, we have created a new leadership role: Head of GTM Public - Germany.

The Role

In this role, you will be responsible for building, leading, and scaling our Public GTM team at both a strategic and tactical level. Your focus will be to drive engagement and sales within the largest German public institutions—federal, state, and local—including the Employment Agency, Federal Police, Ministry of Defense, military institutions (Bundeswehr), and defense contractors. You will play a key role in positioning Celonis as a strategic transformation partner for these organizations.

You will lead and grow a team of Strategic Account Executives and collaborate closely with internal stakeholders across Direct and Indirect Sales / Partner Management, as well as senior leaders in Value Engineering, Partner Management, Business Development, and Services.

The work you’ll do:

• Develop and execute a strategic plan to achieve sales targets and expand our customer base in the assigned segment/industry


• Effectively communicate the Celonis industry-specific value proposition through proposals and presentations and enable your team to do the same with high quality and deep domain knowledge


• Hire, manage and develop strong sales talent, drive individual AE success and foster a great team spirit


• Own and hit/exceed annual sales targets within your assigned segment with great control and forecast accuracy


• Build and maintain strong, long-lasting customer and partner relationships for strong executive alignment and proactive account management


• Support and coach your team to partner with customers to understand their business needs and objectives to drive incremental revenue growth

The qualifications you need:

• Deep expertise in the German public sector, complemented by an established professional network 


• Strong background in sales and/or management consulting 
  


• Experience working within a public sector organization is a plus


• Proven leadership skills with a strong track record of successfully managing high-performing teams


• Highly ambitious and competitive mindset, with expertise leading customer facing teams and consistently achieving revenue targets


• Demonstrated ability to build and maintain relationships at the C-suite level


• Experience managing complex, long sales cycles involving multiple stakeholders


• Proven success in navigating both direct and matrix organizational structures


• Demonstrated ability to collaborate effectively with partners, including consulting firms and enterprise technology providers


• Excellent communication and presentation skills in both German (fluent) and English


• Self-motivated and capable of working autonomously, with strong time management and prioritization skills


• Ability to thrive in a fast-paced, dynamic, and high-growth environment, approaching challenges with adaptability, creativity, and a growth mindset.


• Strong interpersonal skills with a commitment to collaboration, inclusivity, and diversity. #DifferentMakesUsBetter


• Skilled at leveraging internal resources and fostering teamwork to drive success. #BestTeamWins

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