We're Celonis, the global leader in Process Mining technology and one of the world's fastest-growing SaaS firms. We believe there is a massive opportunity to unlock productivity by placing data and intelligence at the core of business processes - and for that, we need you to join us.
The Team:
The Celonis Value Engineering (VE) team is focused on managing the entire customer value lifecycle, from sales through value realization, renewal and expansion. As a Value Engineer Manager, you will lead a dynamic team who come from a variety of backgrounds to identify, frame and deliver value to our customers.
This position sits within the VE NAM organization within the Software and Diversified Industries vertical and reports to Raquel Zerbib.
The Role:
As a Value Engineering Manager, you will lead a team of Value Engineers and drive end-to-end customer value journeys, landing and expanding existing customers (ACV growth) and renewals (renewal rate). You will work closely with the Celonis GTM Leadership Teams and be responsible for the end-to-end value journey for all customers within your region/vertical, supporting customers to achieve their strategic goals and realize significant value using Celonis EMS. 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 EMS across prospects and customers
Communicate the value opportunity and strategic roadmap to C-Level executives in partnership with sales leadership and Celonis executives
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, support the deployment of new features, apps, and products across the customer base, and advance strategic growth programs in pursuit of value creation
Ensure customer success and architect improvement measures and manage change within the customer base, while pioneering new methodologies within Celonis’ Value Engineering organisation
Direct Celonis Value Engineering, Services and Ecosystem resources through the Celonis Customer Value Journey, creating durable value for our customers
Take ownership and build strategic customer relationships as an executive sponsor
Host QBRs (Quarterly Business Reviews) and EBRs (Executive Business Reviews) to communicate results and realized value to senior management and C-level executives
Grow & Lead Celonis Talent
Recruit the next-generation of Celonis Value Engineers, while setting a high-standard for candidate excellence
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:
Domain Expertise: Demonstrate your business domain expertise, such as in Finance or Supply Chain as well as experience in strategic transformation initiatives (e.g. Shared Services Transformation or System Transformation) and 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 EMS roadmap
Product Expertise: Experience with guiding customer’s IT teams throughout their EMS journey, demonstrating hands-on the power of EMS 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 assessment and PoV’s, and demonstrate the full value potential of Celonis EMS
Value Realization: Proven track record of 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
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.
Leadership Skills: 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.
What Celonis can offer you:
About Us
Since 2011, Celonis has helped thousands of the world's largest and most valued companies deliver immediate cash impact, radically improve customer experience and reduce carbon emissions. Its Process Intelligence platform uses industry-leading process mining technology and AI to present companies with a living digital twin of their end-to-end processes. For the first time, everyone in an organisation has a common language about how the business works, visibility into where value is hidden and the ability to capture it. Celonis is headquartered in Munich (Germany) and New York (USA) and has more than 20 offices worldwide.
Join us as we make processes work for people, companies and the planet.
Celonis is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. Different makes us better.
Last updated: 14 hours ago
© 2021 - 2022