The opportunity
Celonis is the trusted platform to industrialize Enterprise AI. At our core is the Celonis Context Model — which combines process data, business knowledge, and intelligence into a living digital twin of the enterprise that AI can actually understand, turning AI's operational blind spots into operational clarity.
What you'll do
Drive New Business & Account Growth: Own quota and execution across assigned public sector accounts by engaging directly with executive decision-makers (Consejeros, Directores Generales, etc.) to position Celonis as an institutional platform for digital sovereignty.
Navigate Public Procurement: Lead the qualification and pursuit of public contracts under the Spanish Public Procurement Law (LCSP), ensuring tender specifications perfectly reflect our Process Intelligence value, while coordinating with internal Legal and Compliance teams.
Collaborate with the Partner Ecosystem: Work in active co-selling motions with Tier-1 and regional public sector partners (e.g., Inetum, Telefónica, Minsait, NTT Data) to defend technical proposals and deliver integrated consortium bids.
Execute Value Selling: Partner with Value Engineers to scope and execute high-converting Proofs of Value (PoVs) tailored to Healthcare (e.g., surgical scheduling), Citizen Services (e.g., social aid pipelines), and Back-Office functions.
Lead Executive Briefings & Demand Generation: Lead high-impact C-level briefings at the Madrid Innovation Hub, collaborate on Account-Based Marketing (ABM) campaigns across public sector forums, and elevate flagship accounts into European benchmark references.
+ years of quota-carrying enterprise SaaS or complex software sales: experience, with at least 3–5 years selling directly into Spanish Public Administrations (AGE, Comunidades Autónomas, Servicios Regionales de Salud).
What they're looking for
- Proven mastery of Spanish public procurement procedures, including LCSP,: Pliegos de Prescripciones Técnicas y Cláusulas Administrativas, Acuerdos Marco, Compra Pública Innovadora, and Fondos MRR / NextGen.
- Established relationships with major public sector IT providers and consulting partners in Spain.
- Strong solution acumen with the ability to bridge high-level policy goals: (budget transparency, citizen wait-time reduction) with data-driven technologies (Process Mining, Task Mining, Automation/Enterprise AI).
- Experience coordinating cross-functional pursuits involving internal: technical, legal, and global executive leadership teams.
