Client Director - AEP

The Client Director is a senior member of our sales organization, responsible for the long-arc commercial trajectory of Celonis’s most strategically important accounts. You sit at the intersection of enterprise sales leadership, and client strategy—owning a focused portfolio of one to few large accounts generating significant revenue and working in close partnership with Value Engineers, Client Value Partners (CVP), and Professional Services to grow, protect, and compound that revenue over multi-year horizons.

The Role:

As the Client Director for AEP, your primary objective is to develop, maintain, and expand resilient sponsorship and sticky business critical use cases across the client’s business. You are accountable for moving accounts from solving individual pain points to an Enterprise AI platform of record —embedding the Celonis platform as a strategic pillar within the client’s operations.

You are the client’s most senior commercial partner, engaging at the C-suite level on business strategy, platform investment, and multi-year transformation. Where a CVP is deployed, you own the commercial relationship and expansion strategy; they own value realization and adoption.

The work you’ll do:

• Own the commercial relationship: Serve as the primary executive point of contact across the C-suite—CEO, CFO, CSCO, COO, CIO—building relationships that transcend any individual deal cycle and anchor Celonis to the customer’s long-term strategic agenda.
• Drive ARR and NRR growth: Develop and execute a structured expansion roadmap—identifying new business units, geographies, use cases, and platform capabilities that compound ARR over time. Lead commercial negotiations for expansions, renewals, and multi-year enterprise agreements in partnership with Deal Desk and Legal.
• Translate adoption into commercial momentum: Partner with the CVP and Value Engineering teams to convert adoption milestones and realized value into renewal confidence and expansion urgency. Own executive business reviews that are forward-looking and commercially anchored.
• Embed Celonis as a strategic platform: Position Celonis within the customer's operations strategy including AI—connecting Process Intelligence to their LLM, automation, and agentic AI investments so the platform becomes a foundational data and orchestration layer, not a point solution.
• Protect through transformation: Proactively identify and mitigate commercial risk: sponsor departures, competitive displacement, implementation fatigue, and budget consolidation. Ensure multi-threaded executive relationships and a documented value story that survives the leadership transitions common in large enterprise accounts.
• Scale the practice: Codify account strategies, expansion motions, and transformation navigation approaches into reusable assets for the broader Strategic Accounts practice. Maintain disciplined account plan, pipeline strategy and coverage to any growth targets, and forecast accuracy across a small, complex account set.

The qualifications you need:

• 12+ years in enterprise SaaS sales or strategic account management, with at least 5 years managing accounts with $5M+ ARR .
• Deep industry expertise in utilities — with the credibility to engage customers on industry-specific challenges, benchmarks, and transformation priorities, not just platform capabilities.
• Preferred direct experience with AEP leading transformation initiatives or acting as a strategic consultant or Client Director.
• Demonstrated track record of growing ARR within named accounts over multi-year horizons—expanding platform footprint, not just renewing contracts.
• Executive presence and credibility at the C-suite level—able to lead strategic conversations with CFOs, COOs, and CIOs and influence large, complex buying decisions.
• Experience navigating enterprise transformations—ERP consolidations, cloud migrations, M&A, organizational restructuring—without losing commercial momentum.
• Fluent in business case construction: ROI modeling , TCO analysis , and value benchmarking at a level that withstands CFO scrutiny.
• Comfortable with long deal cycles and ambiguity; skilled at managing internal and external stakeholders across 12–24+ month expansion arcs.
• Background in ERP, Supply Chain, Finance transformation, or AI-native enterprise platforms strongly preferred; familiarity with agentic AI, automation, or intelligent process orchestration a plus.
• Proven ability to work in a team-selling model alongside value engineering, professional services, partners, and extended GTM teams like Growth, Industry, and Transformation experts.