The Team:The Celonis Value Engineering (VE) team is focused on managing the entire customer value lifecycle, from sales through value realization, renewal and expansion. As a Value Engineer Manager, you will lead a dynamic team who come from a variety of backgrounds to identify, frame and deliver value to our customers. This position sits within the VE NAM organization within the Software and Diversified Industries vertical and reports to Raquel Zerbib.The Role:As a Value Engineering Manager, you will lead a team of Value Engineers and drive end-to-end customer value journeys, landing and expanding existing customers (ACV growth) and renewals (renewal rate). You will work closely with the 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 Celonis EMS. 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/CustomersOwn the end-to-end customer value journey, including responsibility for landing, expanding, adoption and renewing accountsTranslate customers' strategic objectives into high-impact Celonis use cases and evangelize EMS across prospects and customersCommunicate the value opportunity and strategic roadmap to C-Level executives in partnership with sales leadership and Celonis executivesServe as an executive sponsor across the customer portfolio and solidify Celonis as a strategic business transformation platform for our customersCreate & Scale Value Across The PortfolioLead 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 creationEnsure customer success and architect improvement measures and manage change within the customer base, while pioneering new methodologies within Celonis' Value Engineering organisationDirect 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 sponsorHost QBRs (Quarterly Business Reviews) and EBRs (Executive Business Reviews) to communicate results and realized value to senior management and C-level executivesGrow & Lead Celonis TalentRecruit the next-generation of Celonis Value Engineers, while setting a high-standard for candidate excellenceDevelop 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:Domain Expertise: Demonstrate your business domain expertise, such as in Finance or Supply Chain as well as experience in strategic transformation initiatives (e.g. Shared Services Transformation or System Transformation) and ability to build a compelling value roadmap for the customerIndustry Expertise: Demonstrate a deep understanding of industry trends and strategic challenges of the C-Suite and build an integrated Celonis EMS roadmapProduct Expertise: Experience with guiding customer's IT teams throughout their EMS journey, demonstrating hands-on the power of EMS and proven ability to accelerate value realization by building dashboards, Apps, Action FlowsProject 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 assessment and PoV's, and demonstrate the full value potential of Celonis EMSValue Realization: Proven track record of identifying and prioritizing use cases, implementing improvement measures and becoming a change agent for the customer by establishing an operating model and training users for the customer to realize value and renew/expand their subscription with CelonisSales & 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.Leadership Skills: 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.
