Head of Ecosystem

The Team

The Celonis Ecosystem team builds and scales partnerships with Tech, Cloud, AI, and Professional Services firms to fuel Celonis’ non-linear growth. Within Japan, our primary focus is expanding collaboration with top-tier domestic System Integrators (SIs) such as NEC, Fujitsu, and ABeam, alongside our broader Consulting and Technology partners. We are hiring a Head of Ecosystems to develop and manage joint Go-To-Market activities, driving superior client value and scaling our partner landscape across the Japanese market.

The Role

Reporting directly to the Japan Country Manager with a dotted line to Global Ecosystems HQ, you will lead, structure, and expand Celonis’ partnership network in Japan. Your role centers on building high-trust relationships with key domestic SIs to define joint solutions, shape transformation programs, and influence strategic business opportunities. Success is evaluated based on joint business impact, thought leadership, pipeline generation, and the creation of scalable go-to-market strategies tailored to the Japanese enterprise landscape.

The Work You’ll Do

• Strategy & GTM: Define and execute a holistic Go-To-Market plan prioritizing domestic Japanese SIs (e.g., NEC, Fujitsu, ABeam) while actively shaping global ecosystem priorities.
• Technology Partner Alliance: Build and execute an alliance plan with our core technology partners. (Microsoft, Databricks, Oracle)
• Relationship Building: Attract and develop senior relationships with sector, industry, and capability leaders, as well as responsible account partners at major Japanese firms.
• Value Proposition: Pitch the Celonis partnership to secure buy-in for joint business development, maintaining a highly outcome-focused approach tailored to the working models of Japanese SIs.
• Project Sourcing & Delivery: Source joint projects and ensure delivery success by managing Celonis-powered consulting engagements and coordinating tightly across internal Celonis Japan teams.
• Partner Enablement: Embed Celonis into partner methodologies, ensuring it becomes a core part of their "toolbox" for digital and operational transformation practices.
• Solution Alignment: Shape joint initiatives by aligning partner-led themes (e.g., legacy modernization, supply chain resilience, AI operations) with Celonis’ capabilities.
• Pipeline Development: Collaborate closely with Celonis regional and sales leadership in Japan to activate partners in priority accounts and drive C-level pitches.
• Stakeholder Management: Navigate and manage stakeholders across partners, customers, and Celonis HQ to ensure the conversion of joint opportunities.
• Governance: Manage regional governance with partner firms, including regular steering committees, pipeline reviews, and project forecasts.

The Qualifications You Need

• Experience: 10+ years of relevant work experience in alliances, partner management, or strategy consulting, ideally paired with exposure to enterprise software/SaaS sales.
• Required Network: Must have an established, robust network within the domestic Japanese SI ecosystem (e.g., NEC, Fujitsu, ABeam) and a proven track record of driving commercial outcomes with these partners.
• Ecosystem Knowledge: Deep understanding of the inner workings of Japanese System Integrators: their business models, incentive structures, sales cycles, and how they drive enterprise transformation.
• Executive Engagement: Proven ability to guide senior partner executives and C-level client executives.
• Communication: Excellent communication, storytelling skills, and executive presence. Native-level Japanese and Business-level English proficiency are required.
• Mindset & Work Style: Entrepreneurial, self-motivated, and comfortable in fast-paced, high-growth environments. Willingness to travel as needed within Japan and occasionally globally (10-20%).

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