Manager of Pre-Sales & Solution Engineering

Celonis; Paris; Sur place; EUR 150 000 - 190 000; Plein temps

Résumé du poste

Celonis in Paris leads the Value Engineering team focused on guiding customers from initial engagement through value realization and renewal. As a Pre-Sales & Solution Engineering Manager, you will assemble a diverse team to identify, frame and deliver value across regions and verticals.

You will partner with GTM leadership, serve as executive sponsor for strategic accounts, and drive adoption of Celonis Process Intelligence to help customers achieve their strategic goals.

Qualifications

• Proven track record identifying and prioritizing use cases.
• Experience guiding IT teams through Celonis Process Intelligence journeys.
• Strong consulting and analytics abilities.

Responsabilités

• Own the end-to-end customer value journey, including landing, expanding, adoption and renewing accounts
• Translate customers’ objectives into Celonis use cases and evangelize Process Intelligence
• Lead the Value Engineering team and mentor talent
• Host QBRs and EBRs to communicate value to senior management
• Collaborate with sales leadership and Celonis executives on strategic roadmaps
• Direct resources across VE, Services, and Ecosystem to create durable value

Connaissances

Leadership

Value engineering

Executive stakeholder management

Change management

Analytics

Outils

Celonis Process Intelligence

Dashboards & Apps

Description du poste

• 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 Pre-Sales & Solution Engineering Manager (Value Engineering Manager), you will lead a dynamic team who come from a variety of backgrounds to identify, frame and deliver value to our customers
• The Value Engineering Manager will lead a team of Value Engineers and drive end-to-end customer value journeys, landing and expanding existing customers (ACV growth) and renewals (renewal rate)
• You will work closely with the Celonis GTM Leadership Teams and be responsible for 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 Process Intelligence Platform
• You are a trusted advisor to the Celonis Executive Team, supporting their engagements with strategic customers and senior stakeholders
• As a leader in one of the fastest-growing tech companies globally, you will bring together 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
• 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 across prospects and customers
• Communicate the value opportunity and strategic roadmap to C-Level executives in partnership with sales leadership and Celonis executives
• 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, support the deployment of new features, apps, and products across the customer base, and advance strategic growth programs in pursuit of value creation
• Ensure customer success and architect improvement measures and manage change within the customer base, while pioneering new methodologies within Celonis’ Value Engineering organisation
• Direct Celonis Value Engineering, Services and Ecosystem resources through the Celonis Customer Value Journey, creating durable value for our customers
• Take ownership and build strategic customer relationships as an executive sponsor
• Host QBRs (Quarterly Business Reviews) and EBRs (Executive Business Reviews) to communicate results and realized value to senior management and C-level executives
• Grow & Lead Celonis Talent:
• Recruit the next-generation of Celonis Value Engineers, while setting a high-standard for candidate excellence
• 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

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

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 Process Intelligence

Product Expertise: Experience with guiding customer’s IT teams throughout their Celonis Process Intelligence journey, demonstrating hands-on the power of Process Intelligence 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

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

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

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

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