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Celonis is the trusted platform to industrialize Enterprise AI. The Celonis Context Model combines process data, business knowledge, and intelligence into a living digital twin of the enterprise that AI can understand, turning operational blind spots into operational clarity.
The Value Engineering (VE) team manages the entire customer value lifecycle, from sales through value realization, renewal, and expansion. As Director, Value Engineering for the Nordics, you will lead a dynamic team of Value Engineers and drive end-to-end customer value journeys, focusing on landing and expanding existing customers (ACV growth) and renewals (renewal rate).
You will work closely with 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 the Celonis Process Intelligence Platform. You will serve as a trusted advisor to the Celonis Executive Team, supporting their engagements with strategic customers and senior stakeholders.
Key Responsibilities:
Identify & Frame Value: 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 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.
Create & Scale Value: Lead customers through the Celonis Value Journey, support deployment of new features, apps, and products across the customer base, and advance strategic growth programs. Ensure customer success and architect improvement measures while pioneering new methodologies within Celonis' Value Engineering organization. Direct Celonis Value Engineering, Services, and Ecosystem resources through the customer value journey. 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 Talent: Recruit the next generation of Celonis Value Engineers while setting high standards for candidate excellence. Develop world-class talent through hands-on engagement, continuous feedback, and active mentorship. Lead by example and consistently demonstrate Celonis Leadership Principles (lead with purpose, facilitate greatness, embrace difference, cultivate balance). Effectively allocate Celonis resources to deliver on company sales, renewals, value, and adoption targets. Communicate success and risks proactively within the organization.
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.
Celonis offers ownership from day one with Restricted Stock Units (RSUs) and merit-based refresh grants, inclusive parental leave (24 weeks fully paid for primary carers, 12 weeks for supporting carers), unlimited PTO in applicable regions, flexible hybrid work model, continuous learning through a 70-20-10 framework and mentorship programs, subsidized Wellhub memberships, mental health counseling, annual Impact Days for volunteering, and a mission-led organization driven by core values: Live for Customer Value, The Best Team Wins, We Own It, and Earth Is Our Future.
Requirements:
- Domain Expertise: Demonstrate business domain expertise in areas such as Finance or Supply Chain, with experience in strategic transformation initiatives (e.g., Shared Services Transformation or System Transformation) and ability to build a compelling value roadmap for customers.
- Industry Expertise: Deep understanding of industry trends and strategic challenges of the C-Suite; ability to build an integrated Celonis Process Intelligence roadmap.
- Product Expertise: Experience guiding customers' IT teams throughout their Celonis Process Intelligence journey, demonstrating hands-on the power of Process Intelligence, and proven ability to accelerate value realization by building dashboards, Apps, and Action Flows.
- Project Management: Plan and manage project scope, expectations, and timelines; leverage partners from the Celonis Ecosystem wherever possible.
- Executive Stakeholder Management: Experience preparing and communicating results to stakeholders and management, both internally and externally.
- Value Selling Methodology: Demonstrated experience following the Celonis value selling methodology alongside the customer journey, including discovery, qualification, value assessment, PoVs, and demonstrating the full value potential of Celonis Process Intelligence.
- Value Realization: Proven track record of identifying and prioritizing use cases, implementing improvement measures, and becoming a change agent for customers by establishing an operating model and training users to realize value and renew/expand subscriptions.
- Sales & Commercial Acumen: Ability to qualify all VE engagements, conduct discovery with customers directly, steer/allocate resources efficiently, and champion value selling methodology with customers.
- Leadership Skills: Proven ability to lead by example, including being on the front line with teams, hands-on in all aspects, and serving as a role model for the organization.
