Client Director - Cardinal Health

EngineersOfAI; Kentucky; On-site; USD 250,000 - 350,000; Full time

Job summary

Celonis is pursuing a Client Director role for Cardinal Health, leading the commercial relationship at the C-suite level and driving multi-year transformation initiatives. You will anchor Celonis as a foundational platform, expanding the footprint across business units and geographies.

You will collaborate with Value Engineers, CVP, and Professional Services to grow ARR, protect revenue, and realize value through platform adoption and executive reviews.

Qualifications

• 12+ years in enterprise SaaS sales or strategic account management.
• Deep industry expertise in healthcare & life sciences and credibility to engage on challenges and transformation priorities.
• Preferred direct experience with Cardinal Health or as a strategic consultant/Client Director.
• Demonstrated track record of growing ARR within named accounts over multi-year horizons.

Responsibilities

• Own the commercial relationship with C-suite executives, anchoring Celonis as a long-term strategic partner.
• Drive ARR and NRR growth through expansion across new units, geographies, and platform capabilities.
• Translate adoption milestones into renewal confidence and expansion urgency with CVP and Value Engineering.
• Embed Celonis as a strategic platform within the client’s AI strategy and operations.
• Mitigate commercial risk and maintain multi-threaded executive relationships with a clear value story.
• Scale the practice by codifying strategies into reusable assets with disciplined account planning.

Skills

Enterprise SaaS sales

Strategic account management

C-suite engagement

Commercial leadership

Job description

Celonis is the global leader in Process Intelligence and the pioneer of Process Mining technology. As one of the world's fastest-growing enterprise SaaS companies, we are changemakers pushing the boundaries of what's possible. We invest heavily in advanced AI capabilities- specifically our Process Intelligence Graph- to turn data insights into immediate business action. We believe there is a massive opportunity to unlock global productivity and sustainability by placing intelligence at the core of every business process. Join our mission to make processes work for people, companies, and the planet.

The Team:

The Client Director is a senior member of our sales organization, responsible for the long-arc commercial trajectory of Celonis's most strategically important accounts. You sit at the intersection of enterprise sales leadership and platform strategy- owning a focused portfolio of one to few large accounts generating significant ARR, and working in close partnership with Value Engineers, Client Value Partners (CVP), and Professional Services to grow, protect, and compound that revenue over multi-year horizons.

The Role:

As the Client Director for Cardinal Health, your primary objective is to develop, maintain, and expand resilient sponsorship and sticky business critical use cases across the client's business. You are accountable for moving accounts from solving individual pain points to an Enterprise AI platform of record- embedding the Celonis platform as a strategic pillar within the client’s operations.

You are the client's most senior commercial partner, engaging at the C-suite level on business strategy, platform investment, and multi-year transformation. Where a CVP is deployed, you own the commercial relationship and expansion strategy; they own value realization and adoption.

The work you’ll do:

• Own the commercial relationship: Serve as the primary executive point of contact across the C-suite-CEO, CFO, CSCO, COO, CIO-building relationships that transcend any individual deal cycle and anchor Celonis to the customer's long-term strategic agenda.
• Drive ARR and NRR growth: Develop and execute a structured expansion roadmap- identifying new business units, geographies, use cases, and platform capabilities that compound ARR over time. Lead commercial negotiations for expansions, renewals, and multi-year enterprise agreements in partnership with Deal Desk and Legal.
• Translate adoption into commercial momentum: Partner with the CVP and Value Engineering teams to convert adoption milestones and realized value into renewal confidence and expansion urgency. Own executive business reviews that are forward-looking and commercially anchored.
• Embed Celonis as a strategic platform: Position Celonis within the customer's AI strategy- connecting Process Intelligence to their LLM, automation, and agentic AI investments so the platform becomes a foundational data and orchestration layer, not a point solution.
• Protect through transformation: Proactively identify and mitigate commercial risk: sponsor departures, competitive displacement, implementation fatigue, and budget consolidation. Ensure multi-threaded executive relationships and a documented value story that survives the leadership transitions common in large enterprise accounts.
• Scale the practice: Codify account strategies, expansion motions, and transformation navigation approaches into reusable assets for the broader Strategic Accounts practice. Maintain disciplined account plan, pipeline strategy and coverage to any growth targets, and forecast accuracy across a small, complex account set.

The qualifications you need:

• 12+ years in enterprise SaaS sales or strategic account management, with at least 5 years managing accounts with $5M+ ARR.
• Deep industry expertise in healthcare & life sciences - with the credibility to engage customers on industry-specific challenges, benchmarks, and transformation priorities, not just platform capabilities.
• Preferred direct experience Cardinal Health, leading transformation initiatives or acting as a strategic consultant or Client Director.
• Demonstrated track record of growing ARR within named accounts over multi-year horizons-expanding platform footprint, not just renewing contracts.