Principal Value Engineer

Location: Germany

We're Celonis, the global leader in Process Intelligence technology and one of the world's fastest-growing SaaS firms. We believe there is a massive opportunity to unlock productivity by placing AI, data, and intelligence at the core of business processes – and for that, we need your help. Care to join us?

Senior Value Engineer

As a Principal Value Engineer
, you spearhead our mission of data-driven business transformation with our customers. You partner with Celonis Sales Teams and have full responsibility for the end-to-end value journey of our customers. You are our customers' trusted advisor, helping them achieve strategic goals and realize significant value using Celonis Process Intelligence Platform.

The Work You’ll Do Identify & Frame Value (Proposal Phase)

• Discover Customer Needs: Understand a customer’s top strategic goals and translate those goals into specific use cases where Celonis can have high impact.
• Build the Business Case: Create product demos and compelling presentations (business cases) that show the customer, often using industry benchmarks, how much value (e.g., cost savings, efficiency gains) they can expect.
• Present to Executives: Run small-scale “Proof of Value” projects to test the software on their data and present results, value opportunities, and a strategic roadmap to their C‑Level executives.

Realize Value (Execution Phase)

• Find Improvement Opportunities: Lead workshops utilizing the Celonis platform to analyze business data and pinpoint specific opportunities for process improvement.
• Drive Change: Develop concrete improvement measures and work with the customer to launch internal change initiatives that address identified problems.
• Report the Results: Present concrete results and actual value realized (e.g., “We improved process X, which saved $Y”) to the customer’s senior management.

Scale Value (Expansion Phase)

• Manage the Full Customer Journey: Oversee the entire relationship from initial use to expansion, ensuring adoption and contract renewal.
• Build a Strategic
  
  Roadmap:
  
  Create a long‑term plan to embed Celonis as a core platform for business transformation in the organization.
• Provide Product Feedback: Relay learnings back to product development teams to improve the platform and apps.

Qualifications and Experience Value Selling or Consultative Sales

• Experience leading a consultative process: discovering customer needs, qualifying opportunities, building a business case, and running Proof of Value (PoV) projects.
• Proven ability to demonstrate and sell based on “value” (ROI or strategic impact) rather than features.

Technical Product Familiarity (especially SaaS)

• Strong understanding of SaaS/AI platforms or complex IT solutions for technical discussions with a customer’s IT team.
• Hands‑on experience building technical demos, such as dashboards, simple applications, or automated workflows.
• Experience using AI (LLMs, agents, etc.) in an enterprise context is a plus.

Value Realization or Customer Success

• Experience in a post‑sales role focused on helping customers achieve business results.
• Track record of driving user adoption, training, establishing operating models, and securing renewals or expansions.

Project Management

• Ability to manage multiple, complex projects simultaneously, controlling scope, timeline, and stakeholder expectations.
• Experience coordinating with internal teams and external partners to deliver project success.

Executive Stakeholder Management

• Proven experience preparing materials for and presenting results to senior leaders (C‑Level, VPs) both externally and internally.
• Comfortable communicating, negotiating, and managing expectations at an executive level.

Domain Expertise (Specific Business Functions)

• Deep knowledge or practical experience in manufacturing or supply chain functions.
• Experience with large‑scale transformation initiatives such as shared services or ERP system migrations.

Industry Expertise (Specific Verticals)

• Strong understanding of trends, challenges, and strategic opportunities within a specific industry (e.g., manufacturing, life science, CPG, retail).
• Experience tailoring proposals and roadmaps to address industry C‑suite agendas.

Need to be bilingual…