Senior Director, Value Engineering



Sales & Business Development
New York, NY, USA
Posted on Wednesday, May 1, 2024

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:

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
The base salary range below is for the role in the specified location, based on a Full Time Schedule.

Total compensation package will include base salary + bonus/commission + equity + benefits (health, dental, life, 401k, and paid time off). Please note that the base salary range is a guideline, and that the actual total compensation offer will be determined based on various factors, including, but not limited to, applicant's qualifications, skills, experiences, and location.
The base salary range below is for the role in New York, based on a Full Time Schedule.
$180,000$221,000 USD

What Celonis can offer you:

  • The unique opportunity to work with industry-leading process mining technology
  • Investment in your personal growth and skill development (clear career paths, internal mobility opportunities, L&D platform, mentorships, and more)
  • Great compensation and benefits packages (equity (restricted stock units), life insurance, time off, generous leave for new parents from day one, and more)
  • Physical and mental well-being support (subsidized gym membership, access to counseling, virtual events on well-being topics, and more)
  • A global and growing team of Celonauts from diverse backgrounds to learn from and work with
  • An open-minded culture with innovative, autonomous teams
  • Business Resource Groups to help you feel connected, valued and seen (Black@Celonis, Women@Celonis, Parents@Celonis, Pride@Celonis, Resilience@Celonis, and more)
  • A clear set of company values that guide everything we do: Live for Customer Value, The Best Team Wins, We Own It, and Earth Is Our Future

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.

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