The Team:
Value Engineering operates at the very heart of Celonis, dovetailing our Go-to-Market with our Product & Engineering organization to maximize the value our customers realize from our technology.
The Role:
As a Director, Value Engineering for the Financial Services Industry in North America, you will lead a team of leaders and Value Engineers and drive end-to-end customer value journeys, landing and expanding existing customers within the Financial Services Industry across NA (ACV growth) and renewals (renewal rate). You are a trusted advisor to the Celonis Executive Team, supporting their engagements with strategic customers and senior stakeholders.
As a leader in one of the fastest-growing tech companies globally, you will bring together deep process and industry knowledge with a proven consulting skill set and strong analytical abilities. You will foster a positive and supportive work environment for your teams, promoting employee satisfaction and career growth.
The work you’ll do:Identify & Frame Value For Prospects/Customers
- Own the end-to-end customer value journey, including responsibility for landing, expanding, adoption and renewing accounts
- Translate customers’ strategic objectives into high-impact Celonis use cases and evangelize Process Intelligence Platform across prospects and customers
- Communicate the value opportunity and strategic roadmap to C-Level executives in partnership with sales leadership
- Serve as an executive sponsor across the customer portfolio and solidify Celonis as a strategic business transformation platform for our customers
Create & Scale Value Across The Portfolio
- Lead customers through the Celonis Value Journey. Landing, expanding, adoption and renewing
- Facilitate business value workshops and use Celonis to identify and qualify opportunities for process enhancement
- Support our customers in building a strategic expansion roadmap embedding Celonis Process Intelligence Platform as a strategic business transformation platform in their organization and therefore drive adoption and expansion
- Present results and realized value to senior management and C-level executives
- Ensure customer success and architect improvement measures and manage change within the customer base
- Provide feedback to our product development teams to enhance the Celonis platform and Apps based on new use cases
Grow & Lead Celonis Talent
- Develop world-class talent through hands-on engagement, continuous feedback, and active mentorship
- Lead by example and consistently demonstrate the Celonis Leadership Principles (lead with purpose, facilitate greatness, embrace difference, and cultivate balance)
- Effectively allocate Celonis resources to deliver on company sales, renewals, value, and adoption targets
- Communicate success and risks proactively within the organization
The qualifications you need:
- Leadership Skills: A previous people manager, you have proven ability to lead by example, including being on the front line with your teams, hands-on in all aspects and a role model for the organization.
- Sales & Commercial Acumen: Demonstrate ability to qualify all VE engagements, do discovery with customers directly, steer/allocate resources efficiently, and champion our value selling methodology with our customers
- Domain Expertise: Demonstrate your business domain expertise, such as in Finance or Supply Chain as well as ability to build a compelling value roadmap for the customer
- Industry Expertise: Demonstrate a deep understanding of industry trends and strategic challenges of the C-Suite and build an integrated Celonis Process Intelligence Platform roadmap
- Product Expertise: Experience with guiding customer’s IT teams throughout their Process Intelligence Platform journey, demonstrating hands-on the power of Process Intelligence Platform and proven ability to accelerate value realization by building dashboards, Apps, Action Flows
- Project Management: Plan and manage project scope, expectations and timelines. Leverage partners from the Celonis Ecosystem wherever possible.
- Executive Stakeholder Management:Experience in preparing and communicating results to stakeholders and management, both internally and externally.
- Value Selling Methodology: Demonstrate experience of following the Celonis value selling methodology alongside the customer journey: including discovery, qualification, value assessments and proofs, and demonstrate the full value potential of Celonis Process Intelligence Platform
- Value Realization: Proven track record of identifying and prioritizing use cases, implementing improvement measures and becoming a change agent for the customer
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