Client Director - Cardinal Health

Celonis • Remote, US, Ohio, OH

7d • Hybrid

About The Position

Celonis is a global leader in Process Intelligence and the pioneer of Process Mining technology. As a fast-growing enterprise SaaS company, Celonis focuses on advanced AI capabilities, specifically its Process Intelligence Graph, to translate data insights into business actions. The company aims to enhance global productivity and sustainability by integrating intelligence into business processes. The Client Director is a senior sales role responsible for the long-term commercial success of Celonis's most important accounts. This role involves enterprise sales leadership and platform strategy, managing a focused portfolio of large accounts to grow, protect, and compound revenue over multiple years, in close collaboration with Value Engineers, Client Value Partners (CVP), and Professional Services.

Requirements

• 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.
• 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.
• 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.

Nice To Haves

• Preferred direct experience Cardinal Health, leading transformation initiatives or acting as a strategic consultant or Client Director.
• 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.

Responsibilities

• 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.

Benefits

• Restricted Stock Units (RSUs) and merit-based refresh grants
• 24 weeks of fully paid leave for primary carers and 12 weeks for supporting carers
• Unlimited PTO (in applicable regions) and generous PTO globally
• Flexible hybrid work model
• 70-20-10 learning framework, mentorship programs, and access to a dedicated learning platform
• Subsidized Wellhub memberships, mental health counseling, and dedicated "Wellness Weeks"
• Paid time off to volunteer for community and environmental causes
• Inclusion Think Tank and annual Inclusion Days

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed