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Celonis is seeking a Client Director to own the long-term commercial relationship with Cardinal Health, one of the company's most strategically important accounts. This is a senior sales leadership role focused on expanding Celonis's Process Intelligence platform across Cardinal Health's enterprise, driving multi-year ARR growth and embedding the platform as a strategic pillar within the customer's operations.
You will serve as the primary executive point of contact across Cardinal Health's C-suite (CEO, CFO, CSCO, COO, CIO), building relationships that anchor Celonis to their 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 time. You will lead commercial negotiations for expansions, renewals, and multi-year enterprise agreements in partnership with Deal Desk and Legal.
You will work closely with Value Engineers and Client Value Partners (CVPs) to translate adoption milestones and realized value into renewal confidence and expansion urgency. A key focus is positioning Celonis within Cardinal Health's broader AI strategy—connecting Process Intelligence to their LLM, automation, and agentic AI investments so the platform becomes a foundational data and orchestration layer rather than a point solution.
You will proactively identify and mitigate commercial risk, including sponsor departures, competitive displacement, implementation fatigue, and budget consolidation. You'll maintain multi-threaded executive relationships and ensure a documented value story that survives leadership transitions common in large enterprise accounts. Additionally, you will codify account strategies, expansion motions, and transformation navigation approaches into reusable assets for the broader Strategic Accounts practice.
Required qualifications: 12+ years in enterprise SaaS sales or strategic account management, with at least 5 years managing accounts with $5M+ ARR. Deep industry expertise in healthcare and life sciences is essential, with credibility to engage customers on industry-specific challenges and transformation priorities. Preferred experience includes direct work with Cardinal Health or similar healthcare transformation initiatives. You must demonstrate a proven track record of growing ARR within named accounts over multi-year horizons, expanding platform footprint beyond renewals. Executive presence and credibility at the C-suite level is critical, as is experience navigating enterprise transformations (ERP consolidations, cloud migrations, M&A, organizational restructuring). You should be fluent in business case construction, ROI modeling, TCO analysis, and value benchmarking. Background in ERP, Supply Chain, Finance transformation, or AI-native enterprise platforms is strongly preferred; familiarity with agentic AI, automation, or intelligent process orchestration is a plus.
