Job Description
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 Team:
The Celonis Ecosystem team supports our partnerships. The Celonis Ecosystem is pivotal to our company growth strategy as we aim to place the Celonis platform in the hands of every consultant. Within the Ecosystem team, the Global Partnerships team manages our top strategic partnerships to amplify and scale the use of Celonis by leveraging our partners’ market strength & capabilities and integrating Celonis into our partners’ service offerings. We aim to drive a successful GTM with partners to achieve services revenue for our partners, and nonlinear growth of projects and customer reach for Celonis. Our Ecosystem is critical to our goal of driving substantial value for our joint customers.
You will report into Global Partnerships Leadership within the Ecosystem Organization.
The Role:
Manage the 360 degree partnership by driving strategic programs and partnership motions including -
- Partnership Strategy & Execution - define key areas of unique differentiation that the partnership will deliver to the partner and Celonis with a long term view of joint success. Define and drive partnership KPIs. Play an overarching executive sponsor role in all partnerships under management, setting the strategic direction, mitigating risks, and unlocking new opportunity areas through top down alignment
- Activation - identify and agree key markets, industries, service lines and use cases that both team would drive together
- Go to Market - establish global business plans and strategies for sell-to, sell-with and sell-through with clear objectives and manage the execution of the defined plans across the GTM organization. Help orchestrate pipeline generation and Go to Market activities with various Ecosystem teams and Sales teams globally to drive Celonis license growth
- Governance - lead and manage partnership governance across global, regional, local and account levels. Collaborate within Celonis and externally with the partners’ leadership teams
- Relationship Development - establish strong executive relationships sponsoring the partnership, including with key business and GTM stakeholders
- Marketing & Thought Leadership
Talent and Team Management - Build, develop and grow a team of high performing partnerships to drive inorganic growth for Celonis through Partner success. Manage Regional Partner Lead(s)
The qualifications you need:
- Essentials
- Minimum 15 years of P&L experience across -Business Development/ Sales/ Delivery/Pre-Sales / Solutioning in a large and complex GSI organization.
- Strong hands-on experience in multiple ( at least two ) of the following Service Lines within the GSIs -
- Operational Consulting - Finance & Supply Chain, Customer Transformation etc.
- ERP Platforms - SAP, Oracle, Workday and Salesforce
- Data & Analytics Platforms - AWS, GCP, Microsoft, Tableau, Informatica etc.
- Outsourcing & Large Deals across BPO and AMS
- Outstanding strategic mindset and execution power focused on long-term success
- Must have strong intellectual skills, a high level of enthusiasm, strong integrity and be very excited about providing great solutions to world-class customers
- Entrepreneurial spirit with a strong action orientation to get things done
- Significant experience in defining partner strategies in a hyper growth environment and a proven track record of successfully achieving set revenue goals in direct and Indirect (channel ) sales
- Strong network of senior levels relationships with key GSIs, Industry Analysts and other industry participants. Networking enthusiast, with a proven track record in establishing successful strategic CXO level relationships
- Previous management experience preferred growing and developing high performing teams. Team orientation and exceptional leadership skills to keep teams aligned and focused to achieve set objectives
- Excellent communication and presentation skills to articulate strategies effectively on all management levels
- Ability and willingness to travel (50-70%)
- Highly desirable but not essential -
- Experience of having worked in the top tier GSI of Indian heritage IT
- Enterprise software sales experience collaborating and selling with GSIs. Alliance Management with key ISVs ( Hyperscalers, ERP providers and Analytics Tools providers)
What Celonis Can Offer You:
- The unique opportunity to work with industry-leading process mining technology
- Investment in your personal growth and skill development (clear career paths, internal mobility opportunities, L&D platform, mentorships, and more)
- Great compensation and benefits packages (equity (restricted stock units), life insurance, time off, generous leave for new parents from day one, and more). For intern and working student benefits, click here.
- Physical and mental well-being support (subsidized gym membership, access to counseling, virtual events on well-being topics, and more)
- A global and growing team of Celonauts from diverse backgrounds to learn from and work with
- An open-minded culture with innovative, autonomous teams
- Business Resource Groups to help you feel connected, valued and seen (Black@Celonis, Women@Celonis, Parents@Celonis, Pride@Celonis, Resilience@Celonis, and more)
- A clear set of company values that guide everything we do: Live for Customer Value, The Best Team Wins, We Own It, and Earth Is Our Future
About Us:
Celonis helps some of the world’s largest and most esteemed brands make processes work for people, companies and the planet. With over 5,000 enterprise customer deployments across nearly every industry, the Celonis Process Intelligence Platform uses process mining and AI to give you a living digital twin of your business operation. It’s system-agnostic and without bias, and empowers companies to reduce waste, create value and benefit people across the top, bottom, and green lines. Since 2011, the Celonis platform has enabled its customers to identify more than $18 billion in value. Celonis is headquartered in Munich, Germany, and New York City, USA, with more than 20 offices worldwide.
Get familiar with the Celonis Process Intelligence Platform by watching this video.
Equal Opportunity at Celonis:
Celonis is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment and equal opportunity in all aspects of employment. We will not tolerate any unlawful discrimination or harassment of any kind. We make all employment decisions without regard to race/ethnicity, color, sex, pregnancy, age, sexual orientation, gender identity or expression, transgender status, national origin, citizenship status, religion, physical or mental disability, veteran status, or any other factor protected by applicable anti-discrimination laws. As a US federal contractor, we are committed to the principles of affirmative action in accordance with applicable laws and regulations. Different makes us better.
Your Privacy:
Any information you submit to Celonis as part of your application will be processed in accordance with Celonis’ Accessibility and Candidate Notices
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