Client Director - AEP

Responsibilities

• Own the commercial relationship for a focused portfolio of strategically important enterprise accounts, serving as the primary executive contact across the C-suite.
• Develop and execute expansion roadmaps to drive ARR and NRR growth across business units, geographies, use cases, and platform capabilities.
• Lead commercial negotiations for expansions, renewals, and multi-year enterprise agreements with Deal Desk and Legal.
• Convert adoption milestones and realized value into renewal confidence and expansion urgency with Client Value Partners and Value Engineering.
• Lead forward-looking, commercially anchored executive business reviews.
• Position Celonis as a strategic platform within the customer’s operations, AI, LLM, automation, and agentic AI investments.
• Identify and mitigate commercial risks including sponsor departures, competitive displacement, implementation fatigue, and budget consolidation.
• Maintain account plans, pipeline strategy, growth-target coverage, and forecast accuracy.
• Codify account strategies, expansion motions, and transformation approaches for the broader Strategic Accounts practice.

Requirements

• 12+ years of experience in enterprise SaaS sales or strategic account management.
• At least 5 years managing accounts with $5M+ ARR.
• Deep utilities industry expertise.
• Preferred direct experience with AEP leading transformation initiatives or serving as a strategic consultant or Client Director.
• Demonstrated success growing ARR within named accounts over multi-year horizons.
• Executive presence and credibility with CFOs, COOs, CIOs, and other C-suite stakeholders.
• Experience navigating ERP consolidations, cloud migrations, M&A, and organizational restructuring.
• Expertise in ROI modeling, TCO analysis, and value benchmarking.
• Ability to manage long deal cycles and 12–24+ month expansion arcs.
• Experience working in team-selling models with value engineering, professional services, partners, and extended GTM teams.

Nice-to-haves

• Background in ERP, supply chain, finance transformation, or AI-native enterprise platforms.
• Familiarity with agentic AI, automation, or intelligent process orchestration.

Compensation and Benefits

• Restricted Stock Units (RSUs) and merit-based refresh grants for full-time employees.
• 24 weeks of fully paid parental leave for primary carers and 12 weeks for supporting carers.
• Unlimited PTO in applicable regions and generous PTO globally.
• Flexible hybrid work model.
• Learning and mentorship programs with access to a dedicated learning platform.
• Subsidized Wellhub memberships, mental health counseling, and Wellness Weeks.
• Paid Impact Days for community and environmental volunteering.
• Inclusion and belonging programs.
• Visa sponsorship is not offered for this role.