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Celonis · 5 hours ago

VP, Presales - High-Tech

Redwood City, US, California

Full-time

Hybrid

Director/Executive

$270K/yr - $370K/yr

Celonis is a global leader in Process Intelligence technology and one of the fastest-growing SaaS firms. The VP of Value Engineering for the High Tech Industry will lead a team to drive customer value journeys, secure new customers, and expand success with existing customers while fostering a positive work environment. This role involves translating customer objectives into strategic use cases and ensuring customer success through effective stakeholder management.

AnalyticsArtificial Intelligence (AI)Big DataBusiness IntelligenceBusiness Process Automation (BPA)SaaS

No H1B

Responsibilities

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

Qualification

Sales & Commercial AcumenDomain ExpertiseIndustry ExpertiseProduct ExpertiseLeadership SkillsExecutive Stakeholder ManagementValue Selling MethodologyValue RealizationProject ManagementAnalytical AbilitiesMentorshipCommunication Skills

Required

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

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

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

Demonstrate a deep understanding of industry trends and strategic challenges of the C-Suite and build an integrated Celonis Process Intelligence Platform roadmap

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

Plan and manage project scope, expectations and timelines. Leverage partners from the Celonis Ecosystem wherever possible

Experience in preparing and communicating results to stakeholders and management, both internally and externally

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

Proven track record of identifying and prioritizing use cases, implementing improvement measures and becoming a change agent for the customer