Head of Pre-Sales and Solution Engineering - Nordics

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. 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 Head of Pre-Sales and Solution Engineering (internal title: Head of Value Engineering) you will lead a dynamic team who come from a variety of backgrounds to identify, frame and deliver value to our customers. The Role: The Head of Value Engineering for the Nordics 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. The work you’ll do: 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 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 Process Intelligence roadmap • 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. • 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 • 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. What Celonis can offer you: • Pioneer Innovation: Work with the global leader in Process Mining and the Process Intelligence Graph to shape the future of AI-driven business operations. • Ownership from Day 1: Every full-time "Celonaut" is an owner, receiving Restricted Stock Units (RSUs) and merit-based refresh grants. • Unrivaled Family Support: Benefit from our inclusive parental leave policy—24 weeks of fully paid leave for primary carers and 12 weeks for supporting carers, available from your first day of employment. • Work-Life Integration: Enjoy Unlimited PTO (in applicable regions) and generous PTO globally, as well as a flexible hybrid work model that balances remote focus with vibrant office collaboration. • Continuous Growth: Elevate your skills through our 70-20-10 learning framework, mentorship programs, and access to a dedicated learning platform. • Holistic Well-being: Prioritize your health with subsidized Wellhub memberships, mental health counseling, and dedicated "Wellness Weeks" that prioritize work/life balance. • Drive Sustainability: Participate in annual Impact Days, where you receive paid time off to volunteer for community and environmental causes with your local office, or virtually. • Global Inclusion & Belonging: Find community through our Inclusion Think Tank and participate in our annual Inclusion Days, ensuring every voice is heard and valued. • Value-Driven Impact: Join a mission-led organization where our core values—Live for Customer Value, The Best Team Wins, We Own It, and Earth Is Our Future—drive every decision. About Us: Celonis is the trusted platform to industrialize Enterprise AI, empowering organizations to analyze, design, and operate AI-driven processes. The Celonis Platform is powered by the Celonis Context Model, which combines process data, business knowledge, and intelligence to create a living digital twin of the enterprise that AI can understand — turning AI’s operational blind spots into operational clarity. Industry-leading companies around the world trust Celonis and its global ecosystem of partners to make their AI agents, people, systems, and processes work together, achieving transformational outcomes. Celonis is headquartered in Munich, Germany, and New York City, USA, with more than 20 offices worldwide. Get familiar with the Celonis Process Intelligence Platform by watching this video. Celonis Inclusion Statement: At Celonis, we believe our people make us who we are and that “The Best Team Wins”. We know that the best teams are made up of people who bring different perspectives to the table. And when everyone feels included, able to speak up and knows their voice is heard - that's when creativity and innovation happen. Your Privacy: Any information you submit to Celonis as part of your application will be processed in accordance with Celonis’ Accessibility and Candidate Notices By submitting this application, you confirm that you agree to the storing and processing of your personal data by Celonis as described in our Privacy Notice for the Application and Hiring Process. Use of Artificial Intelligence Tools We rely on an artificial intelligence tool to match the information from your resume to the relevant Celonis job descriptions. This processing is limited to the information provided in your resume or in your candidate profile. The tool produces a match score per candidate for a role, suggests preliminary ranking, and provides recommendations. 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