GSI Partner Lead EMEA

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.