Principal Value Engineer

Celonis is the trusted platform to industrialize Enterprise AI. At our core is the Celonis Context Model — which combines process data, business knowledge, and intelligence into a living digital twin of the enterprise that AI can actually understand, turning AI's operational blind spots into operational clarity. World's leading companies trust Celonis and its global ecosystem of partners to make their AI agents, people, systems, and processes work together, achieving transformational outcomes. We believe there's a massive opportunity to unlock global productivity and sustainability by giving AI the context to understand how every business process really works. Join our mission to make processes work for people, companies, and the planet. At Celonis, we’re committed to supporting your growth and development, as well as internal career mobility. Our Internal Mobility Program provides you with career path options - not just based on what you’ve been doing, but based on what you could do for other teams, functions, or locations. We believe in your potential, that’s why we hired you, and that’s why we’re excited to share a new job opportunity with you. The Role: As a Principal Value Engineer , you are spearheading our mission of data-driven business transformation with our customers. You will work in partnership with the Celonis Sales Teams and have full responsibility for the end-to-end value journey of our customers. You are our customers' trusted advisor and help them achieve their strategic goals and realize significant value using Celonis Process Intelligence Platform. In collaboration with our partners and Celonis Services, you will drive measurable business impact across various processes and industries and accelerate the adoption of our platform. You will blend deep process and industry expertise with a proven consulting skill set, with strong analytical skills at the forefront of one of the fastest-growing tech companies worldwide. The work you’ll do: This role is essentially that of a consultant. Your job is to help customers adopt the Celonis product (software) and support them all the way through to achieving tangible business improvements. Identify & Frame Value (This is the “proposal” phase, before the customer buys or fully implements Celonis.) Discover Customer Needs: You’ll start by understanding a customer’s top strategic goals. Your job is to translate those goals into specific use cases where Celonis can have a high impact. Build the Business Case: To help win new customers, you will create product demos and compelling presentations (business cases). These will show the customer, often using industry benchmarks, how much value (e.g., cost savings, efficiency gains) they can expect. Present to Executives: You will run small-scale “Proof of Value” (PoV) projects (like a trial) to test the software on their data. You will then present the results, the value opportunity you found, and a strategic roadmap to their C-Level executives. Realize Value (This is the “execution” phase, after the customer has started using Celonis.) Find Improvement Opportunities: You will lead workshops with the customer. Using the Celonis platform to analyze their business data, you will pinpoint specific opportunities for process improvement. Drive Change: You will help develop concrete improvement measures and work with the customer to launch internal change initiatives to fix the problems you’ve identified. Report the Results: You will present the concrete results and the actual value realized (e.g., “We improved process X, which saved $Y”) to the customer’s senior management. Scale Value (This is the “expansion” phase, focused on long-term adoption and growth.) Manage the Full Customer Journey: You are responsible for the customer’s entire relationship with Celonis—from their initial use (landing) to helping them use it in new departments (expanding), ensuring they use it effectively (adoption), and making sure they renew their contract. Build a Strategic Roadmap: You will work with the customer to create a long-term plan to embed Celonis as a core platform for business transformation in their organization. Provide Product Feedback: You will take what you learn from customers and new use cases back to the Celonis product development teams to help make the platform and apps even better. Qualifications and Experience: Value Selling or Consultative Sales Experience leading a consultative process: discovering customer needs, qualifying opportunities, building a business case (value assessment), and running Proof of Value (PoV) projects. A proven ability to demonstrate and sell based on “value” (like ROI or strategic impact) rather than just product features. Technical Product Familiarity (especially SaaS) A strong understanding of SaaS platforms or complex IT solutions, allowing you to hold technical discussions with a customer’s IT team. Hands-on experience building technical demos, such as creating dashboards, simple applications, or automated workflows. Value Realization or Customer Success Experience in a post-sales role (like Customer Success or Implementation Consultant) focused on helping customers achieve business results with a product. A track record of driving user adoption, training users, helping establish an operating model (like a “Center of Excellence”), and ultimately securing renewals or expansions. Project Management The ability to manage multiple, complex projects simultaneously (especially IT-related projects), controlling their scope, timeline, and stakeholder expectations. Experience coordinating with both internal teams and external partners (like consulting firms) to deliver a project successfully. Executive Stakeholder Management Proven experience preparing materials for and presenting results to senior leaders (C-Level, VPs), both externally (at the customer) and internally. Comfortable with communicating, negotiating, and managing expectations at an executive level. Domain

Requirements: Qualifications and Experience: Value Selling or Consultative Sales Experience leading a consultative process: discovering customer needs, qualifying opportunities, building a business case (value assessment), and running Proof of Value (PoV) projects. A proven ability to demonstrate and sell based on “value” (like ROI or strategic impact) rather than just product features. Technical Product Familiarity (especially SaaS) A strong understanding of SaaS platforms or complex IT solutions, allowing you to hold technical discussions with a customer’s IT team. Hands-on experience building technical demos, such as creating dashboards, simple applications, or automated workflows. Value Realization or Customer Success Experience in a post-sales role (like Customer Success or Implementation Consultant) focused on helping customers achieve business results with a product. A track record of driving user adoption, training users, helping establish an operating model (like a “Center of Excellence”), and ultimately securing renewals or expansions. Project Management The ability to manage multiple, complex projects simultaneously (especially IT-related projects), controlling their scope, timeline, and stakeholder expectations. Experience coordinating with both internal teams and external partners (like consulting firms) to deliver a project successfully. Executive Stakeholder Management Proven experience preparing materials for and presenting results to senior leaders (C-Level, VPs), both externally (at the customer) and internally. Comfortable with communicating, negotiating, and managing expectations at an executive level. Domain

Qualifications and Experience: Value Selling or Consultative Sales Experience leading a consultative process: discovering customer needs, qualifying opportunities, building a business case (value assessment), and running Proof of Value (PoV) projects. A proven ability to demonstrate and sell based on “value” (like ROI or strategic impact) rather than just product features. Technical Product Familiarity (especially SaaS) A strong understanding of SaaS platforms or complex IT solutions, allowing you to hold technical discussions with a customer’s IT team. Hands-on experience building technical demos, such as creating dashboards, simple applications, or automated workflows. Value Realization or Customer Success Experience in a post-sales role (like Customer Success or Implementation Consultant) focused on helping customers achieve business results with a product. A track record of driving user adoption, training users, helping establish an operating model (like a “Center of Excellence”), and ultimately securing renewals or expansions. Project Management The ability to manage multiple, complex projects simultaneously (especially IT-related projects), controlling their scope, timeline, and stakeholder expectations. Experience coordinating with both internal teams and external partners (like consulting firms) to deliver a project successfully. Executive Stakeholder Management Proven experience preparing materials for and presenting results to senior leaders (C-Level, VPs), both externally (at the customer) and internally. Comfortable with communicating, negotiating, and managing expectations at an executive level. Domain