Client Director – AEP

This is a fully remote position, open to applicants in Ohio.

📋 Description

• Serve as the primary executive point of contact, managing the commercial relationship across the C-suite.

• Foster connections that go beyond individual transactions and align Celonis with the customer's long-term strategic goals.

• Create and implement expansion roadmaps that pinpoint new business units, regions, use cases, and platform capabilities.

• Propel ARR and NRR growth.

• Lead commercial negotiations for expansions, renewals, and multi-year enterprise agreements in collaboration with Deal Desk and Legal.

• Transform adoption milestones and demonstrated value into renewal confidence and urgency for expansion alongside CVP and Value Engineering teams.

• Take charge of forward-looking, commercially-focused executive business reviews.

• Establish Celonis as a strategic platform within the customer’s operational and AI strategies.

• Integrate Process Intelligence with LLM, automation, and agentic AI investments.

• Identify and address commercial risks such as sponsor departures, competitive threats, implementation fatigue, and budget consolidations.

• Maintain multi-threaded executive relationships and documented value narratives.

• Systematize account strategies, expansion initiatives, and transformation navigation methods into reusable assets.

• Uphold disciplined account plans, pipeline strategies, growth-target coverage, and forecast accuracy across a complex set of accounts.

⛳️ Requirements

• Over 12 years in enterprise SaaS sales or strategic account management, including a minimum of 5 years managing accounts with $5M+ ARR.

• Extensive industry knowledge in utilities.

• Preferred direct experience with AEP in leading transformation initiatives or serving as a strategic consultant or Client Director.

• Proven history of increasing ARR within named accounts over multi-year periods.

• Executive presence and credibility at the C-suite level, including strategic discussions with CFOs, COOs, and CIOs.

• Experience steering enterprise transformations such as ERP consolidations, cloud migrations, M&A, and organizational restructuring.

• Competence in constructing business cases, including ROI modeling, TCO analysis, and value benchmarking.

• Comfort with lengthy deal cycles and ambiguity; capacity to manage stakeholders throughout 12–24+ month expansion timelines.

• Background in ERP, Supply Chain, Finance transformation, or AI-native enterprise platforms is highly preferred.

• Familiarity with agentic AI, automation, or intelligent process orchestration is advantageous.

• Ability to collaborate in a team-selling model with value engineering, professional services, partners, Growth, Industry, and Transformation teams.

• Visa sponsorship is not available for this position.

🏝️ Benefits

• Restricted Stock Units (RSUs) and merit-based refresh grants for every full-time Celonaut.

• Inclusive parental leave: 24 weeks of fully paid leave for primary caregivers and 12 weeks for secondary caregivers, available from the first day of employment.

• Unlimited PTO in applicable regions and generous PTO policies globally.

• Flexible hybrid work model balancing remote work with office collaboration.

• 70-20-10 learning framework.

• Mentorship programs.

• Access to a dedicated learning platform.

• Subsidized Wellhub memberships.

• Mental health counseling services.

• Dedicated Wellness Weeks.

• Paid time off for annual Impact Days to volunteer for community and environmental initiatives.

• Inclusion Think Tank and annual Inclusion Days.