Job Description
The role involves leading customer value journeys in the High Tech industry, translating strategic objectives into impactful use cases, driving adoption and expansion of the Celonis Process Intelligence Platform, and managing a team of Value Engineers to maximize customer success and business growth.
Key Responsibilities
- Lead end-to-end customer value journeys including landing, expanding, adoption, and renewal of accounts
- Translate customer objectives into high-impact use cases and evangelize the Process Intelligence Platform
- Communicate value opportunities and strategic roadmaps to C-Level executives and stakeholders
- Facilitate business value workshops and identify opportunities for process improvements
- Support customers in building strategic expansion roadmaps and driving adoption of the platform
- Present results and realized value to senior management and executives
- Ensure customer success by architecting improvement measures and managing change
- Develop and mentor a team of Value Engineers and leaders
- Allocate resources effectively to meet sales, renewal, and adoption targets
- Guide customer IT teams through their Process Intelligence Platform journey and accelerate value realization
Requirements
- Proven ability to lead by example as a previous people manager, including being on the front line with teams, hands-on in all aspects, and serving as a role model for the organization.
- Demonstrate ability to qualify all Value Engineering (VE) engagements, conduct discovery directly with customers, steer resource allocation efficiently, and champion the value selling methodology with customers.
- Business domain expertise in areas such as Finance or Supply Chain, with the ability to build a compelling value roadmap for the customer.
- Deep understanding of industry trends and strategic challenges faced by the C-Suite, and the ability to build an integrated Celonis Process Intelligence Platform roadmap aligned with these challenges.
- Experience guiding customer IT teams throughout their Process Intelligence Platform journey, demonstrating hands-on ability to build dashboards, Apps, and Action Flows, and to accelerate value realization.
- Experience in planning and managing project scope, expectations, and timelines, leveraging partners from the Celonis Ecosystem where possible.
- Experience in preparing and communicating results to stakeholders and management, both internally and externally.
- Demonstrated experience following the Celonis value selling methodology throughout the customer journey, including discovery, qualification, value assessments, proofs, and demonstrating the full value potential of the Celonis Process Intelligence Platform.
- Proven track record of identifying and prioritizing use cases, implementing improvement measures, and acting as a change agent for the customer.
- Ability to translate customers' strategic objectives into high-impact Celonis use cases and evangelize the Process Intelligence Platform across prospects and customers.
- Ability to communicate the value opportunity and strategic roadmap to C-Level executives in partnership with sales leadership.
- Experience serving as an executive sponsor across a customer portfolio to solidify Celonis as a strategic business transformation platform.
- Ability to lead customers through the Celonis Value Journey, including landing, expanding, adoption, and renewal of accounts.
- Support in building strategic expansion roadmaps embedding the Celonis Process Intelligence Platform as a business transformation tool to drive adoption and expansion.
- Ability to present results and realized value to senior management and C-level executives.
- Ensure customer success by architecting improvement measures and managing change within the customer base.
- Develop world-class talent through hands-on engagement, continuous feedback, and active mentorship.
- Lead with purpose and demonstrate Celonis Leadership Principles such as facilitating greatness, embracing difference, and cultivating balance.
- Allocate resources effectively to meet sales, renewals, value, and adoption targets.
- Proficiency in communicating success and risks proactively within the organization.
- Possess a minimum of 5 years of experience in a relevant leadership role, with demonstrated ability to lead teams and manage complex customer engagements.
- Experience with guiding customer IT teams and demonstrating the power of Process Intelligence Platforms.
- Ability to qualify all VE engagements, do discovery with customers directly, and steer resource allocation.
- Experience with building dashboards, Apps, and Action Flows to accelerate value realization.
- Experience in stakeholder management, including preparing and communicating results to internal and external stakeholders.
- Ability to follow the Celonis value selling methodology throughout the customer journey, including discovery, qualification, value assessments, and proofs.
- Proven ability to identify and prioritize use cases, implement improvement measures, and act as a change agent for the customer.
- Visa sponsorship is not offered for this role.
- The role requires full-time commitment, with a base salary range of $270,000 to $370,000 USD, depending on location and qualifications.
Benefits & Perks
Base salary range: 270,000 - 370,000 USD
Total compensation package including bonus, commission, equity, and benefits
Hybrid working options
Generous paid time off (PTO)
Company equity (RSUs)
Comprehensive health, dental, and life insurance
401k retirement plan
Extensive parental leave
Dedicated volunteer days
Gym subsidies
Counseling and well-being programs
Internal mobility and mentorship opportunities
Access to resources for well-being
Ready to Apply?
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