Senior Director, Value Engineering

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 #J-18808-Ljbffr