Manager, Value Engineering

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 Engineering Manager - India, your primary focus will be supporting the GCC’s (Global Competency Centers) across the Adopt and Expand phases of our customer value journey. This team will be a part of the Global VE CoE which is an international, diverse, and dynamic team at the core of Celonis Value Engineering.

The Role:

As a Value Engineering Manager - India, you will focus primarily on supporting the GCC’s (Global Capability Centers) based in India. This will be a player/coach role that will require the leader to be hands on with customers and partners. You will lead a dynamic team who come from a variety of backgrounds to identify, frame and deliver value to our customers. You will also work closely with the Celonis GTM Leadership Teams and assist across  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. You are a trusted advisor to the Celonis Executive Team, supporting their engagements with strategic customers and senior stakeholders.

Value Engineering plays a pivotal role in advancing our mission of data-driven business transformation with our clients. As a leader in one of the fastest-growing tech companies globally, you will bring 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. Your responsibility will be to cultivate and lead a team that specializes in identifying and framing value, realizing its potential, and strategically scaling value propositions for the benefit of our clients.

The work you’ll do:

• Work directly with the GCC’s to identify, frame and deliver value to our customers.
• Support the all growing regions to establish and build foundational accounts.
• Recruit the next-generation of Celonis Value Engineers, while setting a high-standard for candidate excellence
• Develop world-class talent with a balanced skill set that includes quantitative, technical, business, process and sales acumen
• Coach individuals through hands-on engagement, continuous feedback, and active mentorship
• 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 customer
  
• Industry Expertise: Demonstrate a deep understanding of industry trends and strategic challenges of the C-Suite and build an integrated Celonis platform roadmap
  
• Product Expertise: Experience with guiding customer’s IT teams throughout their process mining journey, demonstrating hands-on the power of platform and proven ability to accelerate value realization by building dashboards, Apps, Action Flows
  
• Project 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 platform.
  
• Value 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 Celonis
  
• Sales & 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.