Client Value Partner - CPG

Celonis • New York, NY, United States • $200k - $250k / year • 2m ago

The Role:

The Client Value Partner (CVP) role is a key addition to our broader Value Engineering team and will play a crucial role in Celonis’ growth strategy. As a CVP, you will spearhead our mission of data-driven business transformation with our most strategic customers. You will lead extensive teams of Celonis experts to ensure the success and satisfaction of some of our top customer base on their journey to realizing value with Celonis.

The CVP will be the primary accountable lead and trusted advisor, dedicated to driving value for a select group of customers. This involves engaging with C-Level Executives to collaboratively define the long-term vision for utilizing the Celonis to transform their business while mobilizing the necessary Celonis resources. In collaboration with our cross-functional Celonis teams, you will drive measurable business impact across various processes and industries and accelerate the adoption of our platform. The CVP will also champion transformational initiatives across Celonis and customer accounts, fostering innovation and strategic change to maximize value and drive business transformation.

We seek experienced professionals with a proven track record in managing executive relationships, driving profitable growth, and blending deep process and industry expertise with strong analytical and consulting skills. Join us at the forefront of one of the fastest-growing tech companies worldwide and help guide our customers to become the next Lighthouse Celonis customers.

The work you’ll do:

Accountable Program Lead & Engagement Manager

Develop and maintain strong relationships with key stakeholders, including C-level internal/external executives, embedding Celonis into their strategic objectives.
Ensure engagements are properly staffed leveraging resources from global cross-functional Celonis teams, such as Servicing, Product & Engineering.
Mentor customers on organization design and maturation of Centers of Excellence to focus on increasing adoption of our platform.
Mentor and coach team members, providing guidance and support for their success, and offer feedback to managers on team performance.

Driving Customer Value

Responsible for the end-to-end customer value journey (landing, expanding, adoption, and renewing).
Influence key customer stakeholders through executive communication, product knowledge, and industry/domain expertise.
Work with senior stakeholders to establish the Celonis program roadmap and detailed value plans.
Drive value realization and adoption within accounts, ensuring high-quality, on-time project completion, client satisfaction, and meeting usage and adoption targets.

Community Builder and Customer Advocacy

Organize and lead customer advisory boards to address industry-specific challenges and innovations, establishing a structured feedback loop to continuously gather insights and improve products and services.
Act as the voice of the customer within the company, ensuring alignment of product development and service offerings with industry needs and customer feedback, while collaborating with the customer advocacy team on advocacy strategies.
Drive customer presence and sponsorship at key Celonis and industry events, serving as a Celonis leader at conferences, webinars, and through published thought leadership.
Collaborate on innovation or new asset development in specific domains, and contribute to playbooks, resources, and tools for the value engineering team to enhance their effectiveness.

The Qualifications You Need:

Minimum 15 years of relevant customer success, strategy consulting, or related experience in Industry required; MBA strongly preferred.
Strong experience in driving large scale transformation programs, process re-engineering engagements, and implementations.
Extensive experience in achieving business objectives through the deployment of software solutions.
Ability to navigate large global organizations and have the power of persuasion through data, facts, and confidence.
Knows how to successfully work with internal resources to design, pitch and sell opportunities with relevant subject matter experts and practice leads.
Possess a natural and consultative approach when engaging with senior executives.
Strong team player who inspires the team with a patient and entrepreneurial leadership style.
Project management: ability to organize and manage multiple streams.
Strong communication skills and ability to translate Celonis use cases into customer business landscape.
Are self-motivated, proactive team player.
Are able to thrive in fast-paced, collaborative, and ambiguous environments with various stakeholders.
Be willing to travel to meet with customer stakeholder needs (25-50%).

Realize Value

Facilitate business value workshops and use Celonis to identify and qualify opportunities for process enhancement.
Derive improvement measures in core business functions and initiate improvement actions and enterprise-wide change initiatives.
Present results and realized value to senior management and C-level executives.

Scale Value

Responsible for the end-to-end customer value journey, landing, expanding, adoption, and renewing.
Build a strategic expansion roadmap for customers embedding Celonis EMS as a strategic business transformation platform in their organization and therefore drive adoption and expansion.
Provide feedback to our product development teams to enhance the Celonis platform and Apps based on new use cases.

The qualifications you need:

Relevant Experience: Minimum 9 years of relevant pre-sales, customer success, strategy consulting, or related experience in Industry required; MBA preferred but not required.
Value Selling Methodology: You have advanced knowledge and experience following the Celonis value selling methodology alongside the customer journey: including discovery, qualification, value assessment and PoV’s, and demonstrate the full value potential of Celonis EMS.
Product Expertise: You are an expert in guiding the customer’s IT team throughout their EMS journey, demonstrating hands-on the power of EMS and accelerating value realization by building dashboards, Apps, Action Flows.
Value Realization: You have advanced knowledge and expertise in identifying and prioritizing use cases, implementing improvement measures and becoming a change agent for the customer by establishing an operating model and training users for the customer to realize value and renew/expand their subscription with Celonis.
Project Management: You can plan and manage project scope, expectations, and timelines. You will need to manage multiple projects across your aligned accounts at different parts of the value journey. Also, you will leverage partners from the Celonis Ecosystem wherever possible.
Executive Stakeholder Management: Proven experience in preparing and communicating results to stakeholders and management, both internally and externally.
Domain Expertise: Leverage your advanced business domain expertise, such as in Finance or Supply Chain as well as strategic transformation initiatives (e.g. Shared Services Transformation or System Transformation) and build a compelling value roadmap for the customer.
Industry Expertise: You have advanced industry expertise and a proven ability to develop a deep understanding of industry trends and strategic opportunities of the C-Suite and build an integrated Celonis EMS roadmap.