Industry Principal- Life Sciences

1 month ago

New York NY, United States Celonis Full time

The Role:

As an Industry Principal, you are comfortable to engage with C-level executives and are representing Celonis and its unique value proposition in the context of our customers’ Life Sciences & Pharmaceuticals industry environment. You are our customers’ trusted advisor, aligning our capabilities to their strategic goals and realize significant value using Celonis EMS. 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. You enjoy not only excelling in business processes knowledge, but also the hands-on experience of knowing the software capabilities to put your advice into action

The work you’ll do:

Ensure Shareholder/stakeholder value creation

  • Discuss with customers’ top executives strategic avenues to use Celonis capabilities to drive in-fiscal-year returns to select corporate initiatives
  • Develop a platform strategy for rapid improvements within our customers’ core operational and financial areas
  • Collaborating with the larger Value Engineering teams to discover and translate customers’ strategic priorities into high-impact Celonis use cases
  • Participate in Value Assessments or Proof-of-Value Projects and communicate the value opportunity and strategic roadmap to C-Level executives

Influence Business Application Development

  • Working with field and Marketing teams on messaging, positioning, and campaigns across all industries, you directly influence business application development, innovation as well as corporate growth
  • Provide feedback to our product development teams to enhance the Celonis platform and Apps based on new use cases

Develop Go-to-Market strategies and Value Execution programs

  • Co-create sales enablement and value execution programs with Celonis’ global field sales and value engineering teams
  • Drive never-before-possible efficiencies by leveraging Celonis EMS capabilities to optimize end-to-end processes (order-to-cash) rather than limited single processes (e.g. Days Sales Outstanding)
  • Build a strategic expansion roadmap for customers embedding Celonis EMS as a strategic business transformation platform in their organization and therefore drive adoption and expansion

The qualifications you need:

  • Value Selling Methodology: You have advanced knowledge and experience following the Celonis value selling methodology alongside the customer journey: including discovery, qualification, value assessment and PoV’s, and demonstrate the full value potential of Celonis EMS
  • Product Expertise: You are an expert in guiding the customer’s IT team throughout their EMS journey, demonstrating hands-on the power of EMS and accelerating value realization by building dashboards, Apps, Action Flows. A Celonis certification is desirable
  • Value Realization: You have advanced knowledge and expertise in identifying and prioritizing use cases, implementing improvement measures and becoming a change agent for the customer by establishing an operating model and training users for the customer to realize value and renew/expand their subscription with Celonis
  • Project Management: You are able to plan and manage project scope, expectations and timelines. You will need to manage multiple projects across your aligned accounts that will be at different parts of the value journey. Also, you will leverage partners from the Celonis Ecosystem wherever possible.
  • Executive Stakeholder Management: Proven experience in preparing and communicating results to stakeholders and management, both internally and externally.
  • Domain Expertise: Leverage your advanced business domain expertise, in discrete manufacturing as well as strategic transformation initiatives (e.g. Shared Services Transformation or System Transformation) and build a compelling value roadmap for the customer

Industry Expertise: You have advanced Life Sciences & Pharmaceutical industry expertise and a proven ability to develop a deep understanding of industry trends and strategic opportunities of the C-Suite and build an integrated Celonis EMS roadmap

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