Senior Value Engineer

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?

Celonisは、プロセスイテリジェンス（Process Intelligence）のグローバルリーダーであり、世界で最も急成長しているSaaS企業の1つです。私たちは、AIとデータをビジネスプロセスの中心に据えることで、企業の生産性とパフォーマンスを劇的に向上させる機会を提供しています。 Celonisでは、社員一人ひとりのポテンシャルを信じ、キャリア形成を全力で支援しています。

At Celonis, we’re committed to supporting your growth and development, as well as internal career mobility. Our Internal Mobility Program provides you with career path options - not just based on what you’ve been doing, but based on what you could do for other teams, functions, or locations. We believe in your potential, that’s why we hired you, and that’s why we’re excited to share a new job opportunity with you.

The Role:

Senior Value Engineerは、顧客のデータドリブンなビジネス変革（DX）を最前線でリードするポジションです。 営業チームとパートナーシップを組み、顧客の「信頼できるアドバイザー（Trusted Advisor）」として、Celonisプラットフォームを活用した戦略的目標の達成と、具体的なビジネス価値の創出に責任を持ちます。 コンサルティングスキル、業界・業務知識、そして高い分析能力を融合させ、顧客のビジネスに測定可能なインパクトを与えることがミッションです。

As a Senior Value Engineer, you are spearheading our mission of data-driven business transformation with our customers. You will work in partnership with the Celonis Sales Teams and have full responsibility for the end-to-end value journey of our customers. You are our customers' trusted advisor and help them achieve their strategic goals and realize significant value using Celonis Process Intelligence Platform.

In collaboration with our partners and Celonis Services, you will drive measurable business impact across various processes and industries and accelerate the adoption of our platform. You will blend deep process and industry expertise with a proven consulting skill set with strong analytical skills at the forefront of one of the fastest-growing tech companies worldwide.

The work you’ll do:

この役割は、実質的に「テクノロジーを活用したコンサルタント」です。顧客がCelonisを導入し、具体的な業務改善効果を得るまでの全フェーズをリードします。

価値の特定と提案 (Identify & Frame Value)

• 顧客ニーズの発掘: 顧客の戦略的目標を理解し、Celonisが大きなインパクトを与えられる具体的なユースケースに落とし込みます。
• ビジネスケースの構築: 業界ベンチマークなどを活用して、コスト削減や効率化などのROI（投資対効果）を試算し、説得力のある提案資料を作成します。
• Proof of Value (PoV) の実施: 顧客の実データを用いた実証実験（PoV）をリードし、検出された改善機会と将来的なロードマップを経営層（C-Level）にプレゼンテーションします。

価値の実現 (Realize Value)

• 改善機会の具体化: 顧客とのワークショップをファシリテーションし、Celonisを用いてプロセス上のボトルネックや改善機会を特定します。
• 変革の推進: 具体的な業務改善策を策定し、顧客社内のチェンジマネジメントを支援します。
• 成果の報告: プロジェクトの結果と、実現された定量的価値（例：「プロセスXの改善によりYドルの削減」など）を経営層に報告します。

価値の拡大 (Scale Value)

• カスタマージャーニーの管理: 導入初期から他部門への展開、定着化、契約更新に至るまで、顧客との長期的な関係構築と成功に責任を持ちます。
• 戦略的ロードマップの策定: Celonisを顧客組織の変革プラットフォームとして定着させるための長期計画を顧客と共に策定します。
• プロダクトへのフィードバック: 現場で得た知見や新しいユースケースを開発チームにフィードバックし、製品の進化に貢献します。

• Discover Customer Needs: You’ll start by understanding a customer’s top strategic goals. Your job is to translate those goals into specific use cases where Celonis can have a high impact.
• Build the Business Case: To help win new customers, you will create product demos and compelling presentations (business cases). These will show the customer, often using industry benchmarks, how much value (e.g., cost savings, efficiency gains) they can expect.
• Present to Executives: You will run small-scale “Proof of Value” (PoV) projects (like a trial) to test the software on their data. You will then present the results, the value opportunity you found, and a strategic roadmap to their C-Level executives.

• Find Improvement Opportunities: You will lead workshops with the customer. Using the Celonis platform to analyze their business data, you will pinpoint specific opportunities for process improvement.
• Drive Change: You will help develop concrete improvement measures and work with the customer to launch internal change initiatives to fix the problems you’ve identified.
• Report the Results: You will present the concrete results and the actual value realized (e.g., “We improved process X, which saved $Y”) to the customer’s senior management.

• Manage the Full Customer Journey: You are responsible for the customer’s entire relationship with Celonis—from their initial use (landing) to helping them use it in new departments (expanding), ensuring they use it effectively (adoption), and making sure they renew their contract.
• Build a Strategic Roadmap: You will work with the customer to create a long-term plan to embed Celonis as a core platform for business transformation in their organization.
• Provide Product Feedback: You will take what you learn from customers and new use cases back to the Celonis product development teams to help make the platform and apps even better.

Qualifications and Experience

【応募要件（必須スキル・経験）】

• コンサルティングセールス / バリューセリングの経験:
• 顧客の課題発見、機会の具体化、ビジネスケース（ROI等）の構築、PoVのリードといった一連のプロセスを主導した経験。
• 機能説明ではなく、「ビジネス価値」に焦点を当てた提案ができること。
• SaaS/ITソリューションへの理解とハンズオン能力:
• SaaSプラットフォームや複雑なITソリューションに関する知識があり、IT部門と対等に技術的な議論ができること。
• ダッシュボード作成や簡単なアプリ構築など、技術的なデモ環境を自ら構築できるハンズオン能力。
• バリューリアライゼーション / カスタマーサクセスの経験:
• 導入後の顧客に対して、具体的なビジネス成果の創出を支援した経験（カスタマーサクセスや導入コンサルタント等）。
• ユーザーの定着化（Adoption）、トレーニング、CoE（Center of Excellence）の立ち上げ支援等の経験。
• プロジェクトマネジメント能力:
• 複数の複雑なプロジェクト（特にIT関連）を並行して管理し、スコープ、タイムライン、ステークホルダーの期待値をコントロールできる能力。
• エグゼクティブへの提案・折衝能力:
• 社内外の経営層（C-Level、本部長クラス）に対して、プレゼンテーションや交渉を行った豊富な経験。

【あると望ましい経験・知識】

• 特定の業務領域に関する深い知識: 財務経理（AP/AR等）、サプライチェーン（調達、受注管理等）など。
• 大規模な変革プロジェクトの経験: シェアードサービス化やERP移行プロジェクトなど。
• 特定の業界に関する知見: 製造、金融、小売業界などのトレンドや課題に精通しており、その業界のC-levelのアジェンダに合わせた提案ができること。

Value Selling or Consultative Sales:

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

Technical Product Familiarity (especially SaaS):

• A strong understanding of SaaS platforms or complex IT solutions, allowing you to hold technical discussions with a customer’s IT team.
• Hands-on experience building technical demos, such as creating dashboards, simple applications, or automated workflows.

Value Realization or Customer Success:

• Experience in a post-sales role (like Customer Success or Implementation Consultant) focused on helping customers achieve business results with a product.
• A track record of driving user adoption, training users, helping establish an operating model (like a “Center of Excellence”), and ultimately securing renewals or expansions.

Project Management:

• The ability to manage multiple, complex projects simultaneously (especially IT-related projects), controlling their scope, timeline, and stakeholder expectations.
• Experience coordinating with both internal teams and external partners (like consulting firms) to deliver a project successfully.

Executive Stakeholder Management:

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

Domain Expertise (Specific Business Functions):

• Deep knowledge or practical experience in specific business functions, such as Finance (e.g., Accounts Payable) or Supply Chain (e.g., Procurement, Order Management).
• Experience with large-scale transformation initiatives (e.g., Shared Services or ERP system migrations).

Industry Expertise (Specific Verticals):

• A strong understanding of the trends, challenges, and strategic opportunities within a specific industry (e.g., Manufacturing, Banking, Retail).
• Experience tailoring proposals and roadmaps to address the specific C-suite agenda of that industry.

What Celonis Can Offer You:

• Pioneer Innovation: Work with the leading, award-winning process mining technology, shaping the future of business.
• Accelerate Your Growth: Benefit from clear career paths, internal mobility, a dedicated learning program, and mentorship opportunities.
• Receive Exceptional Benefits: Including generous PTO, hybrid working options, company equity (RSUs), comprehensive benefits, extensive parental leave, dedicated volunteer days, and much more. Interns and working students explore your benefits here.
• Prioritize Your Well-being: Access to resources such as gym subsidies, counseling, and well-being programs.
• Connect and Belong: Find community and support through dedicated inclusion and belonging programs.
• Make Meaningful Impact: Be part of a company driven by strong values that guide everything we do: Live for Customer Value, The Best Team Wins, We Own It, and Earth Is Our Future.
• Collaborate Globally: Join a dynamic, international team of talented individuals.
• Empowered Environment: Contribute your ideas in an open culture with autonomous teams.

About Us:

Celonis makes processes work for people, companies and the planet. The Celonis Process Intelligence Platform uses industry-leading process mining and AI technology and augments it with business context to give customers a living digital twin of their business operation. It’s system-agnostic and without bias, and provides everyone with a common language for understanding and improving businesses. Celonis enables its customers to continuously realize significant value across the top, bottom, and green line. 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.

Please be aware of common job offer scams, impersonators and frauds. Learn more here.