Remote Industry Principal

Summary

The job is for an Industry Principal in the Industry Value Engineering team at Celonis, a fast-growing SaaS firm. The role involves engaging with C-level executives, representing Celonis, and acting as a trusted advisor to customers in the Energy industry. The team drives transformational change on a global level in two dimensions: industry-specific alignment of strategy, product, and go-to-market motions, and revenue acceleration through account-focused large-scale GSI programs.

Requirements

• Value Selling Methodology: You have advanced knowledge and experience following a value selling methodology alongside the customer journey: including discovery, qualification, value assessment and PoV’s, and demonstrate the full value potential of the Celonis Platform
• Industry Expertise:. You have advanced Energy industry expertise and a proven ability to develop a deep understanding of industry trends and strategic opportunities of the C-Suite and build an integrated Celonis roadmap
• Domain Expertise:. Leverage your advanced business domain expertise, in discrete manufacturing as well as strategic transformation initiatives (e.g. Shared Services Transformation or System Transformation) and build a compelling value roadmap for the customer
• Product Expertise:. You are an expert in guiding the customer’s IT team throughout their journey, demonstrating hands-on the power of Celonis and accelerating value realization by building dashboards, Apps, Action Flows. A Celonis certification is desirable
• Value Realization:. You have advanced knowledge and expertise in 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 Celonis
• Project Management:. You can plan and manage project scope, expectations and timelines. You must manage multiple projects across your aligned accounts at different parts of the value journey. Also, you will leverage partners from the Celonis Ecosystem wherever possible
• Executive Stakeholder Management:. Proven experience in preparing and communicating results to stakeholders and management, both internally and externally

Responsibilities

• Ensure Shareholder/stakeholder value creation
• Discuss with customers’ top executives strategic avenues to use Celonis capabilities to drive in-fiscal-year returns to select corporate initiatives
• Develop a platform strategy for rapid improvements within our customers’ core operational and financial areas
• Collaborating with the larger Value Engineering teams to discover and translate customers’ strategic priorities into high-impact Celonis use cases
• Participate in Value Assessments or Proof-of-Value Projects and communicate the value opportunity and strategic roadmap to C-Level executives
• Influence Business Application Development
• Working with field and Marketing teams on messaging, positioning, and campaigns across all industries
• Provide feedback to our product development teams to enhance the Celonis platform and Apps based on new use cases
• Develop Go-to-Market strategies and Value Execution programs
• Co-create sales enablement and value execution programs with Celonis’ global field sales and value engineering teams
• Drive never-before-possible efficiencies by leveraging Celonis capabilities to optimize end-to-end processes (order-to-cash) rather than limited single processes (e.g. Days Sales Outstanding)
• Build a strategic expansion roadmap for customers embedding Celonis as a strategic business transformation platform in their organization and therefore drive adoption and expansion