Partner Account Manager
Celonis INC · 🌍 Tokyo, Japan
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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. The Team: The Partnerships are central to Celonis' growth strategy as we aim to build out our Go-To-Market (GTM) with the major Hyperscalers, leading AI companies, and Regional System Integrators (RSIs). Our Partner Management function focuses on driving day-to-day sales and partner collaboration. We are hiring for a Partner Account Manager to join our team, to focus on executing and supporting our Go-To-Market activities with our cloud partners, GSIs, RSIs and AI partners, and collaborating on the relationships on a regional level. The Role: An important part of the role is to ensure strong alignment with the different Celonis Sales teams and regional priorities whilst bringing a strong working knowledge of GSIs, AI Firms and Hyperscalers. The work you’ll do: • Support the execution of GTM plans, manage joint pipeline and related day-to-day activities with regards to cloud and AI partners in Japan • Develop and execute joint Business Plans with partners, drawing on your own experience • Maintain and grow existing partner relationships to support growth in strategic areas and build trust across all levels of the partner organization. • Present the value proposition of the Celonis partnership adopting a consultative sales and business outcome approach • Organise and execute events with and for our partner community in order to drive pipeline and opportunities. • Drive technical and sales enablement of partners, collaborating with internal teams to leverage ecosystem resources. • Serve as a key point of contact for Celonis and Partner teams in Japan. • Work with account teams to identify joint opportunities and ensure progress • Support the enablement of partner sales and leadership teams based on joint value proposition and product integrations • Manage and maintain joint pipeline in partner and Celonis CRMs • Facilitate and support motions through Marketplace transactions • Support the execution of regional Cloud GTM initiatives. The qualifications you need: • Minimum 5-7 years of relevant work experience in the area of partner management, sales or business development, ideally with Microsoft, AWS or with one of their partners • Establish and cultivate impactful relationships within cloud ecosystems, particularly with major hyperscalers like AWS, Microsoft, or Databrick, Oracle. • Demonstrate strong operational execution ability to manage day-to-day tasks and grow our partnerships • Strong sales mindset, consultative selling ability and technology aptitude • Consultative background a strong advantage • Team-oriented & Entrepreneurial with the ability to excite others and build strong relationships. • Fluent Japanese and business-level English speaking. #LI-DH2 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 gra