GSI Partner Lead EMEA
Celonis INC · 🌍 Munich, Germany
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Sponsor Radar — Celonis INC
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About the role
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 gove