Account Executive - Public Sector Germany - Defense (Bundeswehr)

The Team:

Celonis grew up with the private sector: Deutsche Telekom, Mercedes-Benz, Uniper and three quarters of the DAX companies rely on Celonis Process Intelligence. Now we are taking the next big step in Germany: scaling our business with the public sector. To make this happen, Celonis is investing heavily through 2029 in its German public sector business.

Over the past year, we have built our Public Sector team from the ground up. Today, a strong go-to-market core team of Account Executives and Value Engineers is in place, working with federal and state-level institutions.

The Bundeswehr is one of our primary target organizations in the public sector. With our Celonis for Defense & Security initiative, presented at the Munich Security Conference 2026, we offer a sovereign and trusted platform that integrates data across systems and optimizes military processes along the entire value chain. This means higher operational readiness through optimized logistics and faster maintenance, repair and overhaul (MRO) cycles, greater resilience through end-to-end supply chain transparency, and faster IT modernization by connecting existing systems with modern AI applications. Building on our data analysis solution Metropolis, we also help connect information from a wide range of sources into a comprehensive situational picture, enabling faster and better-informed decisions during the actual mission.

To drive this forward, we are now complementing our existing Public Sector team with a highly specialized Account Executive who brings first-hand experience from inside the organization we serve: the Bundeswehr.

The Role:

This is not a typical Account Executive role. You bring the perspective of someone who knows the Bundeswehr from the inside: how its structures work, how processes in logistics, maintenance or procurement really run, and how decisions are made and budgets are approved. You will use this credibility to build trusted relationships across the Bundeswehr and the defense ecosystem, and to position Celonis as a long-term partner for its digital transformation.

Working closely with our Public Sector AEs, Value Engineers and product experts, you will translate the operational reality of the armed forces into compelling use cases, contribute to the creation of solution blueprints, drive opportunities from first conversation to signed contract, and help shape how Celonis enters and grows in this market.

The Work you'll do:

• Build and own relationships across the Bundeswehr – Army (Heer), Navy (Marine), Air Force (Luftwaffe) and Cyber and Information Domain Service (CIR) – and its ecosystem, e.g. the Federal Ministry of Defence (BMVg), the Federal Office of Bundeswehr Equipment, Information Technology and In-Service Support (BAAINBw) and BWI GmbH.
• Engage with decision-makers from leadership, logistics, procurement, IT and digitalization.
• Translate operational challenges into concrete, AI-enabled use cases with measurable impact, e.g. in logistics and supply, MRO and materiel readiness, supply chain resilience, procurement and IT modernization.
• Bring the voice of the Bundeswehr into Celonis: share insights with our product, marketing and value engineering teams to sharpen our offering.
• Own an individual revenue target and drive complex, long sales cycles to a successful close.
• Navigate defense procurement and tender processes (e.g. VSVgV, framework agreements) together with our partners and internal experts.
• Work closely with partners such as consulting firms, system integrators and defense IT providers.
• Represent Celonis at public sector and defense events and conferences.

The Qualifications you need:

• Several years of professional experience within the Bundeswehr, e.g. as an officer or civilian employee, ideally in a leadership role and/or in logistics, procurement, IT, digitalization, planning or organizational development.
• A solid network within the Bundeswehr and a deep understanding of its organization, decision-making and budget and planning processes (e.g. the procurement process CPM).
• First-hand understanding of the process and data challenges in areas such as logistics, materiel readiness, maintenance or procurement.
• A strong interest in moving into a commercial, customer-facing role. Prior experience in sales, business development or consulting is a plus, but not a must. We will support your onboarding into the sales role.
• Strong affinity for technology, data and AI, and the ability to explain complex topics in a simple and convincing way.
• Ability to build trusted relationships with senior stakeholders and to engage effectively at the leadership level.
• Familiarity with defense procurement processes is a strong plus.
• Grit, a hands-on mindset, and the drive to build something new.
• Excellent communication and presentation skills in German (native or fluent) and very good English.
• Willingness and eligibility to undergo a security clearance (Sicherheitsüberprüfung) if required by our customers.
• 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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