The opportunity
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.
What 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.
What they're looking for
- + 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.
