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GSI Partner Lead EMEA

Celonis

Munich, Germany Full-time Posted 30+ days ago
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Celonis is the trusted platform to industrialize Enterprise AI. At our core is the Celonis Context Model — which combines process data, business knowledge, and intelligence into a living digital twin of the enterprise that AI can actually understand, turning AI's operational blind spots into operational clarity. World's leading companies trust Celonis and its global ecosystem of partners to make their AI agents, people, systems, and processes work together, achieving transformational outcomes. We believe there's a massive opportunity to unlock global productivity and sustainability by giving AI the context to understand how every business process really works. Join our mission to make processes work for people, companies, and the planet. Job Description The Team: The Celonis Ecosystem is pivotal to our company growth strategy as we aim to embed Celonis AI platform into the AI programs of every key GSI partner.  Within the Ecosystem team, the GSI Partnership Management team leads, manages and supports our global partnerships with Global System Integrators (GSIs). We aim to drive a successful GTM with these strategic partners to achieve mutual success - high impact Celonis software Net New ACV from the partners’ customers through  (cosell, resell motions) and - differentiated service offerings and non linear services revenue for our partners. Our Ecosystem is critical to our goal of driving substantial value for our joint customers. The Role: GSI Partner Lead EMEA acts as an ecosystem orchestrator, responsible for developing deep, technology-driven partnerships with a select portfolio of GSIs across EMEA and RoW. Moving away from traditional co-sell/resell models, you will prioritize agentic ecosystems, establishing high-value, value-based contracts where partners are incentivized to deploy autonomous AI agents with Celonis as their foundation. This role requires deep technical and strategic fluency to navigate complex organizations and establish credibility at the CXO level. You will be responsible for scaling the breadth and depth of Celonis through a highly knowledgeable network, empowered to execute a localized regional GTM business plan designed to counter competitive models and capture massive strategic embedment opportunities.   The work you’ll do: Strategic Partner Engagement - * Embed Celonis into GSIs' core strategic AI initiatives and "Service as Software" platforms to establish multi-year, value-based contracts tied directly to efficiency gains * Lead activation with key GSI Service Lines - Strategy and Transformation, Enterprise Apps (SAP and Oracle), AI & Hybrid CLoud and BPO  * Incubate and drive initial engagements with GSI services lines focused on Microsoft, AWS and Databricks  * Shift from traditional transaction management to the co-creation of AI-led joint offerings in Supply Chain Management, Enterprise Modernization, and Front Office Transformation. * Serve as the primary orchestrator for senior leadership relationships, operating with absolute strategic fluency at the CXO level. * Partner with GSIs to co-design complex, AI-driven business use cases that replace shrinking "hours-for-hire" margins with scalable value propositions.   * Encourage and incentivize select GSI partners to leverage the Celonis AI platform internally as "Customer Zero" to validate and showcase process excellence.   * Strategic GTM with key GSIs - * New AI deals including OEM / embedded motions  * Orchestrate complex tri-party go-to-market motions alongside strategic GSIs and leading hyperscalers such as Microsoft, AWS, and Databricks.   * Personally supports high-stakes customer pursuits in the field, helping regional sales and partner teams build unique joint value propositions.   * Governance - lead  global and support regional governance and accountability frameworks with partner stakeholders, actively managing pipeline generation and forecasting.   * Partner Enablement - lead and direct Celonis academy teams to help GSI partners learn and adopt new Celonis platform across service lines and markets.  * Help simplify and scale partnership motions - leverage advanced internal tools to streamline partner workflows, eliminating repetitive internal tasks and operational coordination.   The qualifications you need: * Ideal candidate need to have minimum 10 years of experience in Deloitte / KPMG directly in Management Consulting and Sales * Additional experiences include -partnership / ecosystem or Partner GTM leadership within the enterprise SaaS industry focused on Big 4 global system integrators (Deloitte, EY, KPMG and PwC), with a clear grasp of how their business models are shifting toward autonomous operations.   * Executive Presence: Proven capability to engage, influence, and build strong relationships with business leaders at the CXO level.   * Strategic & Technical Fluency: Deep understanding of process automation, digital twin architecture, and co-innovation frameworks. Experience translating complex joint product value propositions into clear business outcomes is required.   * Commercial Expertise: Track record of driving high-value, outcome-oriented commercial contracts and structured joint sales plays.   * Ecosystem Execution: Strong ability to work collaboratively across direct and matrix operating structures, orchestrating internal value engineers, sales teams, and hyperscaler counterparts.   * Agile Mindset: Ability to act with absolute urgency in a fast-paced, evolving hyper-growth environment, remaining self-motivated and comfortable with ambiguity. Please note: Visa sponsorship is not available for this position. 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. About Us: Celonis is the trusted platform to industrialize Enterprise AI, empowering organizations to analyze, design, and operate AI-driven processes. The Celonis Platform is powered by the Celonis Context Model, which combines process data, business knowledge, and intelligence to create a living digital twin of the enterprise that AI can understand — turning AI’s operational blind spots into operational clarity. Industry-leading companies around the world trust Celonis and its global ecosystem of partners to make their AI agents, people, systems, and processes work together, achieving transformational outcomes. 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. Celonis Inclusion Statement: At Celonis, we believe our people make us who we are and that “The Best Team Wins”. We know that the best teams are made up of people who bring different perspectives to the table. And when everyone feels included, able to speak up and knows their voice is heard - that's when creativity and innovation happen. Your Privacy: Any information you submit to Celonis as part of your application will be processed in accordance with Celonis’ Accessibility and Candidate Notices By submitting this application, you confirm that you agree to the storing and processing of your personal data by Celonis as described in our Privacy Notice for the Application and Hiring Process. Please be aware of common job offer scams, impersonators and frauds. Learn more here.

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