The Team: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 platform strategy-owning a focused portfolio of one to few large accounts generating significant ARR, 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 Cardinal Health, 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 AI strategy-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 healthcare & life sciences - with the credibility to engage customers on industry-specific challenges, benchmarks, and transformation priorities, not just platform capabilities.
- Preferred direct experience Cardinal Health, 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.
Visa sponsorship is not offered for this role.
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.
- Global Inclusion & Belonging: Find community through our Inclusion Think Tank and participate in our annual Inclusion Days, ensuring every voice is heard and valued.
- Value-Driven Impact: Join a mission-led organization where our core values-Live for Customer Value, The Best Team Wins, We Own It, and Earth Is Our Future-drive every decision.
