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Celonis is seeking a Client Director to own the long-term commercial relationship and expansion strategy for American Electric Power (AEP), one of the company's most strategically important accounts. This is a senior sales leadership role focused on growing and protecting significant ARR within a focused portfolio of large, complex enterprise accounts.
You will serve as the primary executive point of contact across AEP's C-suite (CEO, CFO, CSCO, COO, CIO), building relationships that anchor Celonis to the customer's long-term strategic agenda. Your core responsibilities include developing and executing a structured expansion roadmap to identify new business units, geographies, use cases, and platform capabilities that compound ARR over multi-year horizons. You will lead commercial negotiations for expansions, renewals, and multi-year enterprise agreements in partnership with Deal Desk and Legal.
You will translate adoption milestones and realized value into renewal confidence and expansion urgency by partnering closely with Client Value Partners and Value Engineering teams. A key objective is embedding Celonis as a strategic platform within the customer's operations and AI strategy—positioning it as a foundational data and orchestration layer for their LLM, automation, and agentic AI investments, not merely a point solution.
Proactive risk management is critical: you will identify and mitigate commercial threats including sponsor departures, competitive displacement, implementation fatigue, and budget consolidation. You will maintain multi-threaded executive relationships and a documented value story resilient to leadership transitions common in large enterprises.
You will also codify account strategies, expansion motions, and transformation navigation approaches into reusable assets for the broader Strategic Accounts practice, maintaining disciplined account planning, pipeline strategy, and forecast accuracy.
Required: 12+ years in enterprise SaaS sales or strategic account management, with at least 5 years managing $5M+ ARR accounts. Deep industry expertise in utilities is essential, with credibility to engage on industry-specific challenges and transformation priorities. Preferred: direct experience with AEP or similar utilities transformation initiatives. You must demonstrate a track record of growing ARR within named accounts over multi-year horizons, expanding platform footprint beyond renewals. Executive presence and credibility at C-suite level is non-negotiable. Experience navigating enterprise transformations (ERP consolidations, cloud migrations, M&A, organizational restructuring) without losing commercial momentum is required. Fluency in business case construction—ROI modeling, TCO analysis, value benchmarking—at CFO-scrutiny level is essential. Comfort with long deal cycles (12–24+ months) and complex stakeholder management is expected. Background in ERP, Supply Chain, Finance transformation, or AI-native enterprise platforms is strongly preferred.
