Celonis

Account Executive

• Discover and cultivate new business opportunities within a designated set of accounts within your assigned client portfolio.
• Establish and strengthen connections across various levels of the organization, engaging with executives and decision-makers to understand their needs.
• Comprehend the strategic and operational requirements of your target accounts and proficiently articulate how Celonis can address them.
• Guide the sales journey, adhering to a structured approach through prospecting, initial contact, qualification, client engagement, needs analysis, solution proposal, and ultimately closing deals.
• Collaborate with Value Engineering or personally conduct comprehensive presentations and demonstrations tailored to specific use cases, showcasing the value of our solutions.
• Forge strong partnerships, particularly with leading consulting firms, SaaS partners, and the Big4.
• Work closely with your virtual team, which includes business development representatives, value engineers, partner managers, and marketing specialists, to ensure seamless collaboration and success.

Account Executive – State & Local Govt

Consultant

• Lead and drive the implementation process while delivering exceptionally high levels of service to ensure the optimal solution for our customers with our Celonis technology
• Transform the customer’s data using SQL to create the data model for your process analysis
• Design and implement innovative analyses and execution apps and enrich them with Machine Learning algorithms or Task Mining to make the customer’s processes transparent and automated
• Analyze the data to identify process inefficiencies and understand the root causes to jointly suggest approaches to overcome them
• Quantify the business and financial potential and present the most relevant KPIs to the management
• Translate business requirements into technical specifications
• Conduct value creation workshops and align measures to improve process inefficiencies
• Set the foundation of the path to value to make the long-term customer success journey happen

Senior Consultant – Public Sector

• Clearly communicate the Celonis public sector-specific value proposition through presentations and proposals with high quality and deep domain knowledge
• Own annual sales targets within your assigned segment/accounts
• Partner effectively with your customers, deeply understanding their needs and translating them into tangible outcomes
• Engage closely with partners (e.g. consulting firms, technology vendors) and build and maintain trusted, long-lasting relationships, ensuring alignment at all levels and proactive account management
• Drive complex sales cycles through orchestrating virtual teams including business development representatives, marketing, partner management, pre-sales, customer success, professional services and partners

Account Executive – Public

Engineer

• Discover and translate customers’ strategic priorities into high-impact Celonis use cases.
• Build demos and business cases, leveraging industry benchmarks and best practices in order to win new customers.
• Undertake Value Assessments or Proof-of-Value Projects and communicate the value opportunity and strategic roadmap to C-Level executives.
• Facilitate business value workshops and use Celonis to identify and qualify opportunities for process enhancement.
• Derive improvement measures in core business functions and initiate improvement actions and enterprise-wide change initiatives.
• Present results and realized value to senior management and C-level executives.
• Responsible for the end-to-end customer value journey, landing, expanding, adoption and renewing.
• Build a strategic expansion roadmap for customers embedding Celonis Process Intelligence as a strategic business transformation platform in their organization and therefore drive adoption and expansion.
• Provide feedback to our product development teams to enhance the Celonis platform and Apps based on new use cases.

Lead Value Engineer

• Drive New Business: Identify and develop new opportunities within a defined territory, targeting enterprise accounts to secure new logos.
• Own the Sales Cycle: Manage the entire sales process—from prospecting and qualification to closing six-figure deals.
• Engage Strategic Stakeholders: Build relationships across multiple lines of business, engaging with C-level executives, operational leaders, and key decision-makers.
• Deliver Tailored Solutions: Develop a deep understanding of customer needs and demonstrate how Celonis’ solutions can solve their strategic and operational challenges.
• Showcase Value: Present use-case-specific pitches and demos, independently or in collaboration with Value Engineers, to highlight the measurable impact of Celonis solutions.
• Collaborate with Partners: Work closely with Big 4 consulting firms, SaaS providers, and industry partners to enhance the value proposition for your prospects.
• Leverage Team Support: Partner with your virtual team, including business development representatives, pre-sales, customer success, marketing managers, and partner managers, to drive success.

Account Executive – Automotive

• As a Principal Value Engineer, you are spearheading our mission of data-driven business transformation with our customers.
• You will work in partnership with the Celonis Sales Teams and have full responsibility for the end-to-end value journey of our customers.
• You are our customers trusted advisor and help them achieve their strategic goals and realize significant value using Celonis Process Intelligence Platform.
• In collaboration with our partners and Celonis Services, you will drive measurable business impact across various processes and industries and accelerate the adoption of our platform.
• You will blend deep process and industry expertise with a proven consulting skill set with strong analytical skills at the forefront of one of the fastest-growing tech companies worldwide.
• This role is essentially that of a consultant. Your job is to help customers adopt the Celonis product (software) and support them all the way through to achieving tangible business improvements.
• Discover Customer Needs: You’ll start by understanding a customer’s top strategic goals. Your job is to translate those goals into specific use cases where Celonis can have a high impact.
• Build the Business Case: To help win new customers, you will create product demos and compelling presentations (business cases).
• Present to Executives: You will run small-scale “Proof of Value” (PoV) projects to test the software on their data. You will then present the results, the value opportunity you found, and a strategic roadmap to their C-Level executives.
• Find Improvement Opportunities: You will lead workshops with the customer. Using the Celonis platform to analyze their business data, you will pinpoint specific opportunities for process improvement.
• Drive Change: You will help develop concrete improvement measures and work with the customer to launch internal change initiatives to fix the problems you’ve identified.
• Report the Results: You will present the concrete results and the actual value realized to the customer’s senior management.
• Manage the Full Customer Journey: You are responsible for the customer’s entire relationship with Celonis—from their initial use (landing) to helping them use it in new departments (expanding), ensuring they use it effectively (adoption), and making sure they renew their contract.
• Build a Strategic Roadmap: You will work with the customer to create a long-term plan to embed Celonis as a core platform for business transformation in their organization.
• Provide Product Feedback: You will take what you learn from customers and new use cases back to the Celonis product development teams to help make the platform and apps even better.

Principal Value Engineer

Engineering Manager

• 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 for our customers.
• 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.
• 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.

Value Engineering Manager

• Manage your accounts from an existing customer perspective, land-and-expand is the typical model.
• Engage cross line-of-business at C-level and below.
• Drive Celonis Process Intelligence sales motions across the entire core enterprise value chain, with a focus on Finance, Supply Chain and other industry/customer specific use cases, translating core challenges into compelling, AI-enabled use cases that deliver measurable Execution Capacity.
• Hold an individual revenue target for closing six-seven-figure deals within your accounts.
• Engage closely with partners e.g, consulting firms and SaaS vendors.
• Drive complex sales cycles through orchestrating virtual teams including business development representatives, marketing managers, partner managers, sales engineers / pre-sales, customer success managers, professional services, implementation partners…

Senior Account Executive

• Manage your accounts from a strategic and existing customer perspective, land-and-expand is the typical model
• Engage cross line-of-business at C-level and below
• Represent the entire Celonis process intelligence platform
• Hold an individual revenue target for closing six-seven-figure deals within your accounts
• Engage closely with partners e.g, consulting firms and SaaS vendors
• Drive complex sales cycles through orchestrating virtual teams including business development representatives, marketing managers, partner managers, sales engineers / pre-sales, customer success managers, professional services, implementation partners…