Manager Value Engineering - Pre -Sales New Customers - Celonis

The Team:

The Celonis Value Engineering (VE) / Management Consulting organization manages the entire customer value lifecycle, from sales through value realization, renewal and expansion.

The team operates at the very heart of Celonis, connecting our Go-to-Market with our Product & Engineering organization to maximize the value our customers realize from our technology. 

The Role:

As a Value Engineering Manager focused on Pre-Sales / Lands, you will lead a dynamic team of Value Engineers with the objective of acquiring new customers to grow Celonis’ presence within the DACH market. You will be responsible for pre-sales strategy and execution for all the target accounts within the region. You will work closely with Sales, other functions and external partners to acquire new customers, ensuring that these customers are set up for success and able to realize maximum value from the Celonis Platform. 

Critical to your success will be the culture you create within your team and how you are able to foster a positive and collaborative work environment, promoting employee satisfaction and supporting career growth, whilst managing performance. Maintaining high standards and levels of quality across all engagements will be an important focus. You will be a role model; embodying our Company Values, Leadership Principles and Value Engineering Purpose, setting an inspiring example for your team and across the company.

Alongside your team, you will combine deep process & industry knowledge with product expertise and a proven consulting skill set to drive Celonis’ growth and impact within your market. You will serve as a trusted advisor; externally to Celonis customers as you guide them through the first phases of their value journey as well as to partners to ensure we jointly set up customers for success; and internally to Celonis Leadership & Executive teams owning and impacting strategic initiatives and programs to propel the company forward. 

The work you’ll do:

• Run the New Logo Pre-Sales in DACH with a focus on value and long-term success for customers that supports the durable growth of Celonis.
• Recruit, develop and scale a high performing team of Value Engineers, establishing a positive culture and standards of excellence.
• Get hands-on with pre-sales motions, translating customer’s objectives into high-impact Celonis use cases and evangelizing the Celonis platform across your market.
• Build strong customer and partner relationships, advising executive stakeholders on their value opportunity and Celonis’ alignment to their strategic objectives.
• Pioneer new methodologies and best practices that scale across the business, while ensuring the successful rollout of strategic programs in DACH.
• Collaborate with Sales, Services, Business Development, Marketing and Ecosystem teams to define strategy and make decisions in the best interests of the company.

The above are not exhaustive but represent critical responsibilities of this Value Engineering Manager role at Celonis. These responsibilities are underpinned by Leadership Behaviors that all VE Managers aspire to exhibit in their role. 

The Skills you need:

• Leadership & People Management: 2-3 years of initial successful experience in leading a small team. 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. Ability to build a strong culture that inspires people to do their best work, with a focus on coaching and collaboration and an emphasis on high performance. 
• Commercial Acumen: Ability to qualify all VE engagements, do discovery with customers directly, steer/allocate resources efficiently and find creative solutions to commercial challenges.
• Pre-Sales & Value Selling: Experience executing pre-sales motions in accordance with a value selling methodology: including discovery, qualification, RFPs and Proof-of-Value projects. Most likely, this experience will result from several years of responsibility for acquiring new business in a pre-sales or a consultant role with a SaaS company or a management consultancy.
• Domain Expertise: Business domain expertise, such as in Finance or Supply Chain, that you leverage to maximize the value of Celonis for prospective customers and inform your land strategy.
• Industry Expertise: A deep understanding of industry trends and strategic challenges of the C-Suite that you use to create new value propositions for prospective customers.
• Product Expertise: Solid technical expertise and skills, ideally within the Celonis Platform or comparable SaaS platforms, with the ability and motivation to get hands on in the most complex Proof-of-Value motions and ensure high quality execution across your team.
• Executive Stakeholder Management: Ability to build strong executive relationships, manage expectations and provide trusted advice in alignment with C-level strategic initiatives.