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Job Description
The role involves leading a team of Value Engineers to drive customer success by identifying, demonstrating, and expanding the value of Celonis' Process Intelligence Platform through strategic engagement, value realization, and fostering innovation in a fast-growing SaaS environment.
Key Responsibilities
- Lead and oversee the end-to-end customer value journey, including landing, expanding, adoption, and renewal of accounts.
- Translate customer strategic objectives into high-impact use cases and promote the Process Intelligence Platform.
- Facilitate business value workshops and identify opportunities for process improvements using Celonis.
- Build strategic expansion roadmaps to embed Celonis solutions as a core part of customer organizations.
- 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 and mentor a team of Value Engineers, fostering talent growth and career development.
- Allocate resources effectively to meet sales, renewal, value, and adoption targets.
- Engage with senior stakeholders and act as a trusted advisor to clients.
- Provide feedback to product teams for platform and application enhancements based on customer use cases.
Requirements
- Proven track record of 10 years as a people and business leader in a customer-facing role with a Consultancy or a SaaS Provider.
- Demonstrated ability to lead by example - being on the front line side-by-side with your teams, showing hands-on leadership and acting as a role model for the organization.
- Proven engagement as a sparring partner and thought leader for senior stakeholders at client organizations.
- Experience in preparing and communicating results to senior executives, both internally and externally.
- Demonstrate ability to qualify VE engagements, steer allocate resources efficiently, and champion our value selling methodology with our customers.
- Demonstrate strong business acumen with deep knowledge of end-to-end business processes across various business domains e.g. Finance and Supply Chain.
- Ability to build a compelling value roadmap for the customer.
- Deep fluency in the strategic challenges of the DACH C-Suite, particularly in Banking, Insurance, Pharma, and Retail.
- Strong understanding of SaaS business models and experience with enterprise software such as Process Intelligence Mining, RPA, ERP systems, BI tools, and modern AI technologies.
- Proven track record in overseeing customer engagements and enabling teams to effectively demonstrate value.
- Skilled in guiding IT-facing teams and translating technical capabilities into strategic business outcomes.
- Proven track record of promoting innovation and experimentation, enabling teams to develop new models and use cases for software solutions tailored to customer needs.
- Experience following 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.
Benefits & Perks
generous PTO
hybrid working options
company equity RSUs
comprehensive benefits
extensive parental leave
dedicated volunteer days
gym subsidies
counseling and well-being programs
community and support through inclusion and belonging programs
clear career paths
internal mobility
dedicated learning program
mentorship opportunities
Ready to Apply?
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