GTM Sales Program Activation Leader

We're Celonis, the global leader in Process Mining technology and one of the world's fastest-growing SaaS firms. We believe there is a massive opportunity to unlock productivity by placing data and intelligence at the core of business processes - and for that, we need you to join us.

The Business Development Strategy and Program Leader  is responsible for the Global Initiative program activation in NAM, EMEA and JPAC via the implementation of sales programs at scale including  support for Business Development.

 

This individual will drive programmatic account engagement by our BDRs, AEs and VEs to make hyper-growth viable in the GTM market. They will act as a trusted advisor and business partner to GTM Sales, Business Development,  and VE leadership, while working cross-functionally with Marketing, Sales Strategy, Analytics, Enablement, and other functions within or outside the GTM organization. The GTM Strategist IC should possess an understanding of Celonis products,  an analytical mind, project management skills, and an understanding of how to execute demand generation campaigns. The role combines the creative process of designing prescriptive activation strategies, with the business-end of operationalizing these programs with GTM teams to ensure they are executed and produce results.

Activation will be measured on:

• Accounts Engaged
• Meetings driven via campaign activity
• Opportunities/Pipeline created
• Pipeline progressed to Proof+
• ACV driven as a result of calling campaigns
• Partner Engagement

Tasks:

• Program manage strategic GTM activation aimed at driving top of funnel engagement to generate LAND and expand pipeline.
• Operationalize initiative level campaigns, executing full year focus across the GTM orgs from conception to execution including GTM enablement, partner activation, client activation.
• Coordinate with Sales Enablement, Integrated Marketing & Product Marketing to ensure the creation of prerequisite assets to drive campaigns in market and toolkits for effective account engagement.
• Build, maintain, update and optimize dashboards to monitor & measure campaign performance 
• Weekly briefings on initiative performance

Competencies

• Understand the Sales organization, methodology, and GTM approach and use knowledge to build credibility and trust with program stakeholders in Value Engineering and Marketing.
• Function as program single source of truth, including providing on-demand program messaging, updates, and clarification through established channels; especially leveraging the GTM Partner and Industry SMEs.
• Align and manage stakeholders on program priorities, delivery plans, and calls to action in a highly matrixed environment. 
• Comprehend programs’ strategic scope and couple that understanding with your own capacity to simplify the complex into workable units to guide workstreams of varying sizes through end-to-end journey.
• In partnership with the Operations team, drive the capture and reporting of program issues, risks, and dependencies.
• In Partnership with SVP Business Development escalate program risks/issues to a point of resolution
• Measure and communicate results of strategic programs 

 

Professional  Requirements

• In depth knowledge on process mining and the Celonis product roadmap
• Strong analytical skills
• Minimum 3-5 years of combined experience in sales, business development,Enablement, Learning & Development, Program / Project Management, and/or Strategic Consulting.
• Exceptional communication and presentation skills, with ability to effectively communicate ideas and influence all levels of the organization.
• Ability to work well under tight timelines and simultaneously juggle multiple priorities, multiple programs, and rapid changes, often in ambiguous situations across our company's most complex, cross-functional initiatives.
• Ability to excite and lead v-teams to an end goal of pipeline development and progression
• Demonstrated ability to deliver global, scalable learning and sales  programs that increase performance and drive outcomes.
• Strong team-oriented leadership skills, with the ability to build rapport, collaborate, and motivate successfully in a cross-functional environment.
• A passion for learning, with energy and enthusiasm to motivate and inspire team
• Strong team-oriented leadership skills, with the ability to build rapport, collaborate, and influence individuals and teams at all levels of the organization in a cross-functional environment.

What Celonis Can Offer You:

• The unique opportunity to work with industry-leading process mining technology
• Investment in your personal growth an