Manager, Value Engineering

The Team:

A Value Engineering Leader operates at the very heart of Celonis, dovetailing our Go-to-Market with our Product & Engineering organisation to maximise the value our customers realise from our technology. The Celonis Value Engineering (VE) organisation manages the entire customer value lifecycle, from sales through value realisation, renewal and expansion. 

The Role:

As a manager focused on PreSales / Lands, you will lead a dynamic team of Value Engineers with the objective of acquiring new customers to grow Celonis’ presence within the Italian 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 and other functions to acquire new customers, ensuring that these customers are set up for success and able to realise 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 to maintain high standards and levels of quality across all engagements. 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 the Italian. You will serve as a trusted advisor; externally to Celonis customers as you guide them through the first phases of their value journey, and internally to Celonis Leadership & Executive teams owning and impacting strategic initiatives and programs to propel the company forward. 

The work you’ll do:

• Own the New Logo Sales within the Italy 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 evangelising the Celonis platform across the italy.
• 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 the Italy.
• 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 of course not exhaustive but represent critical responsibilities of the Value Engineering Manager at Celonis. These responsibilities are underpinned by Leadership Behaviours that all VE Managers aspire to exhibit in their role. 

The Skills you need:

• Leadership: 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 organisation.
• People Management: 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.
• PreSales/Value Selling: Experience executing presales motions in accordance with the Celonis value selling methodology: including discovery, qualification, RFPs and Proof-of-Value projects.
• Domain Expertise: Business domain expertise, such as in Finance or Supply Chain, that you leverage to maximise 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: A high skill level within the Celonis Platform, with the ability 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.