Sales
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
Celonis Value Engineering owns the customer value lifecycle — from pre-sales through value realization, expansion, and renewal. In India, VE is a strategic pillar of our global go-to-market engine and a growing center of excellence. You will lead a team of accomplished Value Engineers serving global and GCC-based customers.
The Role
As a Manager, Value Engineering, you will lead a team of ~15–20 Value Engineers (spanning experienced ICs and, over time, managers) and own a significant portfolio of business. You will be a role model and coach — raising the bar on excellence, developing world-class talent, and driving end-to-end customer value across acquisition, adoption, expansion, and renewal.
You will partner closely with sales and GTM leadership, engage senior customer stakeholders (CIOs, CxOs, and their leadership teams), and help customers ground their Enterprise AI ambitions in the operational reality that Celonis makes visible. The scope is deliberately fluid: strong leaders here can grow into leading other managers or into an industry/domain leadership mandate.
The Opportunity
This is a chance to join the core leadership team of a fast-scaling organization at an inflection point. The India VE team is ~30 today with an ambition to grow past 100 — and you will help shape how we build it: the talent, the operating model, and the standard of excellence.
• Shape the org. Be one of a small group of leaders defining and building India VE scale from ~30 to 100+.
• Drive real impact. Take ownership of a customer portfolio with a ~$20M commercial footprint today and a clear mandate to grow it to $50M+ — leading the work that turns Celonis into measurable value for some of the most sophisticated enterprises operating from India. The scale of impact here is defined by the value you unlock, not just the size of the team you lead.
• Grow your career. Celonis is a high-growth environment with a wide range of paths — deeper leadership, broader scope, or industry/domain specialization. Strong performers here don't stay in the same box for long.
What You’ll Do
Lead and coach a high-performing team
• Lead ~15–20 Value Engineers; set a high bar for excellence and coach the team to their ceiling.
• Recruit, develop, and retain top talent; provide continuous feedback, mentorship, and career growth.
• Embody the Celonis Leadership Principles — Lead with Purpose, Facilitate Greatness, Be Different, Sustainable Performance.
Drive customer value end-to-end
• Own the value journey across a portfolio — landing, adoption, expansion, and renewal.
• Translate customer strategy into high-impact Process Intelligence use cases and quantified business cases.
• Serve as an executive sponsor for strategic accounts; host QBRs/EBRs that communicate realized value to senior stakeholders.
Partner on growth and commercial outcomes
• Work hand-in-hand with sales to progress and close enterprise deals through value creation (a value leader, not a quota-carrying seller).
• Apply value-selling methodology across the journey — discovery, qualification, value assessment, and Proof of Value.
• Direct VE, services, and ecosystem resources to deliver durable outcomes.
Ground Enterprise AI in operational reality
• Bring a strong point of view on Enterprise AI and help customers connect AI ambitions to how their business actually runs.
• Pioneer AI-enabled ways of working within the VE team to accelerate time-to-value..
Qualifications
Dual fluency — technology and business. You can hold your own with a CIO's architects and frame value for a CFO. Ideally a strong technical/analytical foundation combined with functional domain depth (e.g., Finance, Supply Chain, or industry expertise). Candidates with only a general-management background often skew domain-strong / tech-light — we're looking for both.
Executive stakeholder credibility. You regularly present to and advise senior executives (CxO / CxO-1), and can earn trust with accomplished, globally-exposed leaders.
Value-selling and commercial acumen. A track record of influencing and closing enterprise business alongside sales — through discovery, value assessment, and PoV — not a quota-carrying sales role. Comfortable owning and growing a significant multi-million-dollar portfolio.
Team leadership and coaching. Demonstrated experience building and leading teams, and coaching individuals to high performance and excellence.
A point of view on Enterprise AI. You think critically about where Enterprise AI is heading and how it changes the way businesses operate and buy.
Domain depth. Deep expertise in one or more industries or cross-industry functional areas, with the ability to build compelling value roadmaps.
Experience. Typically 15+ years of relevant experience with a strong growth trajectory. A technology-product pedigree (e.g., leading a pre-sales / practice team at an enterprise software company) is a strong advantage. Direct Celonis or process-mining experience is welcome but not required.
Communication: Strong communication skills
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