Client Director - AEP

Job description

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 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 client strategy—owning a focused portfolio of one to few large accounts generating significant revenue 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 AEP, 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 operations strategy including AI—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 utilities — with the credibility to engage customers on industry-specific challenges, benchmarks, and transformation priorities, not just platform capabilities. - Preferred direct experience with AEP 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. - Executive presence and credibility at the C-suite level—able to lead strategic conversations with CFOs, COOs, and CIOs and influence large, complex buying decisions. - Experience navigating enterprise transformations—ERP consolidations, cloud migrations, M&A, organizational restructuring—without losing commercial momentum. - Fluent in business case construction: ROI modeling, TCO analysis, and value benchmarking at a level that withstands CFO scrutiny. - Comfortable with long deal cycles and ambiguity; skilled at managing internal and external stakeholders across 12–24+ month expansion arcs. - Background in ERP, Supply Chain, Finance transformation, or AI-native enterprise platforms strongly preferred; familiarity with agentic AI, automation, or intelligent process orchestration a plus. - Proven ability to work in a team-selling model alongside value engineering, professional services, partners, and extended GTM teams like Growth, Industry, and Transformation experts. Visa sponsorship is not offered for this role. **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](https://www.youtube.com/watch?v=YR5oRJGhJYg&list=PLuVor-ZUD4pnM6G33C5D0tjXUvlTPYBRe). **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](https://www.celonis.com/careers/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](https://www.celonis.com/careers/privacy-notice/). Please be aware of common job offer scams, impersonators and frauds. Learn more [here](https://www.celonis.com/careers/fraud-alert/).