Value Engineer

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. World's leading companies trust Celonis and its global ecosystem of partners to make their AI agents, people, systems, and processes work together, achieving transformational outcomes. We believe there's a massive opportunity to unlock global productivity and sustainability by giving AI the context to understand how every business process really works. Join our mission to make processes work for people, companies, and the planet.

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。

このポジションについて

Value Engineerは、担当アカウントの経営層・業務部門と向き合うポジションです。データとAIを起点に企業変革を構想し、実現し、全社へ広げていきます。営業チームと一体となってアカウントの成長戦略を描き、顧客にとって「変革を一緒に考える相手」として長期的な関係を築きます。担当するのは主に、製造業・インフラ業界を中心とするエンタープライズ企業です。

AIが分析を担う時代、Value Engineerに求められるのは「データが示す事実から、経営が向き合うべき論点を立てること」です。テクノロジーと経営の間に立ち、顧客の変革をリードする中核のポジションです。

職務内容

変革を構想する（Shape the Agenda）

• 中期経営計画・開示情報・現場ヒアリングから経営課題の仮説を立て、業務プロセス上の論点に構造化する

• 経営層・業務部門・IT部門それぞれの関心を捉え、取り組むべき変革テーマについて合意を形成する

• 定量効果を含むビジネスケースを設計し、顧客の投資判断を支える

価値を証明し、実現する（Prove & Deliver Value）

• 顧客の実データを用いたPoVで改善機会を特定し、経営層に提言する

• 導入後はワークショップを通じて改善施策を設計し、現場の行動変容まで伴走する

• 実現した価値を定量化し、経営層に報告する

変革を全社に広げる（Expand the Impact）

• アカウント全体を俯瞰し、次に取り組むべき部門・プロセス・テーマを営業と共に描き、自ら仕掛ける

• 顧客社内の推進体制（CoE等）づくりを支援し、変革が自走する組織をつくる

• 現場で得た知見やユースケースをプロダクト・グローバルチームに還元する

必須要件

• 業務改革・コンサルティング・ERP導入・カスタマーサクセス等で、顧客の課題を仮説ベースで整理し、ビジネスケース（ROI等）の構築やPoVを通じて、機能説明ではなく「ビジネス価値」に焦点を当てた提案（バリューセリング）と合意形成をリードした経験

• 部長・本部長クラスを含む顧客ステークホルダーとの折衝、期待値コントロールの経験

• 業務プロセス（調達、受注、生産、物流、経理など）に対する構造的な理解

• データ・ITシステムに関する基礎的な理解と、新しいテクノロジーを自ら学び使いこなす意欲

歓迎要件

• 製造業・エネルギー・インフラ業界の業務・経営課題に関する知見

• SAP等のERP導入、シェアードサービス化、BPRなど大規模変革プロジェクトの経験

• 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した経験

• 法人営業やアカウントプランニングなど、顧客の成果と事業の拡大の両方にコミットした経験

• データサイエンス・データ分析、およびAI（機械学習・生成AIなど）を用いたソリューション実装の実務経験

• ビジネスレベルの英語力

求める人物像

• 答えを出すことより「問いを立てること」に面白さを感じる方

• 経営層の前でも落ち着いて、自分の見立てを語れる方

• 提案して終わりではなく、顧客の成果とビジネスの成長の両方に責任を持ちたい方

• テクノロジーとビジネスの間に立ち、両方の言葉で話せるようになりたい方

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:

The Value Engineer works directly with the executives and business units of their assigned accounts. Starting from data and AI, you will envision enterprise transformation, make it real, and scale it across the whole company. Working as one team with Sales, you will map out each account’s growth strategy and build a long-term relationship in which the customer sees you as a partner for thinking through transformation together. Your accounts will be primarily enterprise companies, centered on the manufacturing and infrastructure industries.

In an era where AI handles the analysis, what we ask of a Value Engineer is to frame the issues that leadership needs to confront, based on the facts the data reveals. Standing between technology and management, you are a core role leading our customers’ transformation.

The work you’ll do:

Shape the Agenda

• Form hypotheses about management challenges from mid-term business plans, public disclosures, and on-site interviews, and structure them into issues at the business-process level.

• Capture the interests of executives, business units, and IT, and build consensus on the transformation themes to pursue.

• Design business cases that include quantified impact, supporting the customer’s investment decisions.

Prove & Deliver Value

• Identify improvement opportunities through Proof of Value (PoV) projects using the customer’s actual data, and make recommendations to executives.

• After deployment, design improvement measures through workshops and work alongside the customer until frontline behavior changes.

• Quantify the value realized and report it to executives.

Expand the Impact

• Take a view across the entire account and, together with Sales, map out and proactively initiate the next departments, processes, and themes to tackle.

• Support the creation of the customer’s internal promotion structure (such as a CoE) to build an organization in which transformation becomes self-sustaining.

• Feed insights and use cases from the field back to the Product and Global teams.

Required Qualifications:

• Experience in business transformation, consulting, ERP implementation, customer success, or similar roles, structuring customer challenges on a hypothesis basis and leading value selling (business case/ROI development and PoV projects, focused on business value rather than product features) and consensus building.

• Experience negotiating with customer stakeholders, including department-head and division-head level, and managing expectations.

• A structural understanding of business processes (e.g., procurement, order management, production, logistics, accounting).

• A foundational understanding of data and IT systems, and a drive to learn and master new technologies on your own.

Preferred Qualifications:

• Knowledge of the operations and management challenges of the manufacturing, energy, and infrastructure industries.

• Experience in large-scale transformation projects, such as SAP or other ERP implementations, shared-services transitions, and BPR.

• Experience managing multiple complex projects (especially IT-related) in parallel, controlling scope, timeline, and stakeholder expectations.

• Experience in enterprise sales or account planning, committed to both customer outcomes and business growth.

• Hands-on experience in data science and data analysis, and in implementing AI solutions (e.g., machine learning, generative AI).

• Business-level English.

Who You Are:

• You find more enjoyment in framing the right questions than in delivering the answers.

• You can calmly share your own perspective in front of executives.

• You want to take responsibility for both customer outcomes and business growth, not just make a proposal and move on.

• You want to stand between technology and business and learn to speak both languages.

#LI-DH2

What Celonis can offer you:

• Pioneer Innovation: Work with the global leader in Process Mining and the Process Intelligence Graph to shape the future of AI-driven business operations.

• Ownership from Day 1: Every full-time "Celonaut" is an owner, receiving Restricted Stock Units (RSUs) and merit-based refresh grants.

• Unrivaled Family Support: Benefit from our inclusive parental leave policy—24 weeks of fully paid leave for primary carers and 12 weeks for supporting carers, available from your first day of employment.

• Work-Life Integration: Enjoy Unlimited PTO (in applicable regions) and generous PTO globally, as well as a flexible hybrid work model that balances remote focus with vibrant office collaboration.

• Continuous Growth: Elevate your skills through our 70-20-10 learning framework, mentorship programs, and access to a dedicated learning platform.

• Holistic Well-being: Prioritize your health with subsidized Wellhub memberships, mental health counseling, and dedicated "Wellness Weeks" that prioritize work/life balance.

• Drive Sustainability: Participate in annual Impact Days, where you receive paid time off to volunteer for community and environmental causes with your local office, or virtually.

…