We're Celonis, the global leader in Process Mining technology and one of the world's fastest-growing SaaS firms. We believe there is a massive opportunity to unlock productivity by placing data and intelligence at the core of business processes - and for that, we need you to join us.
The Team:
The Celonis Ecosystem team supports our partnerships. The Celonis Ecosystem is pivotal to our company growth strategy as we aim to place the Celonis platform in the hands of every consultant. Within the Ecosystem team, the Global Partnerships team manages our top strategic partnerships to amplify and scale the use of Celonis by leveraging our partners’ market strength & capabilities and integrating Celonis into our partners’ service offerings. We aim to drive a successful GTM with partners to achieve services revenue for our partners, and nonlinear growth of projects and customer reach for Celonis. Our Ecosystem is critical to our goal of driving substantial value for our joint customers.
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You will report into Global Partnerships Leadership within the Ecosystem Organization.
The Role:
The Senior Director of Global Partnerships is responsible for the 360-degree relationship between Celonis and a grouping of large strategic partnerships. This includes management of a team of Global and Regional Partner Leads (GPLs and RPLs) that drive all dimensions of our joint relationship - from joint selling and market presence, to innovation and strategic investments, to the partners internal adoption of Celonis.
Key facets of the role will include driving the team to develop partnership strategy, governance and relationship management, partner activation and Celonis adoption, enablement, services/consulting digitization, innovation, field alignment, sales play development, joint selling and commercial management.
The Senior Director of Global Partnerships will drive outcomes across their subset of strategic partnerships, while also playing a direct Partner facing role as an executive sponsor within key accounts. Key additional facets of the role will include recruiting, enabling and developing a team of Global and Regional Partner Leads, while also working as a part of the extended leadership team across the broader Celonis organization to position our partners in every aspect of the Celonis customer engagement lifecycle.
The work you’ll do:
- Manage team of Global Partner Manager and Regional Partner Managers
- Work as a part of the Celonis cross functional leadership team to drive programs to integrate Partners in to all elements of Celonis customer engagement lifecycle
- Develop global partner strategy across all facets of the relationship
- Identify key areas of activation of the partner’s business - including focused geographies and consulting lines of business
- Develop market and sales play strategy across regions including priority offerings to develop regional pipeline
- Collaborate with field sales to support partner strategy for customer acquisition
- Develop global and regional governance models
- Develop strategy for partner internal adoption of Celonis
- Be the single accountable point of contact for all dimensions of the joint relationship
- Oversee partner bookings, revenue, project and field sales forecast
- Develop joint marketing strategy
- Own global enablement plan
The qualifications you need:
- 15+ years of equivalent experience in Consulting OR as a Partner Manager / GTM Manager / Sales Leader within the SaaS industry
- Experience working in consulting and/or clear understanding of consulting business and value propositions
- Sales/commercial experience driving GTM activities and customer relationships
- Strong ability to build and navigate long term relationships with customers/partners
- Project management: ability to organize and manage multiple streams
- Strong communication skills and ability to translate Celonis use cases into consulting offerings and enable partners on Celonis
- Ability to demo Celonis core use cases
- Are self-motivated, proactive team player
- Are able to thrive in fast-paced, collaborative, and ambiguous environments with various stakeholders
- Be willing to travel to meet with partner stakeholders
A clear set of company values that guide everything we do: Live for Customer Value, The Best Team Wins, We Own It, and Earth Is Our Future
Visa sponsorship is not offered for this role.
Total compensation package will include base salary + bonus/commission + equity + benefits (health, dental, life, 401k, and paid time off). Please note that the base salary range is a guideline, and that the actual total compensation offer will be determined based on various factors, including, but not limited to, applicant's qualifications, skills, experiences, and location.
What Celonis can offer you:
- The unique opportunity to work with industry-leading process mining technology
- Investment in your personal growth and skill development (clear career paths, internal mobility opportunities, L&D platform, mentorships, and more)
- Great compensation and benefits packages (equity (restricted stock units), life insurance, time off, generous leave for new parents from day one, and more). For intern and working student benefits, click here.
- Physical and mental well-being support (subsidized gym membership, access to counseling, virtual events on well-being topics, and more)
- A global and growing team of Celonauts from diverse backgrounds to learn from and work with
- An open-minded culture with innovative, autonomous teams
- Business Resource Groups to help you feel connected, valued and seen (Black@Celonis, Women@Celonis, Parents@Celonis, Pride@Celonis, Resilience@Celonis, and more)
- A clear set of company values that guide everything we do: Live for Customer Value, The Best Team Wins, We Own It, and Earth Is Our Future
About Us
Since 2011, Celonis has helped thousands of the world's largest and most valued companies deliver immediate cash impact, radically improve customer experience and reduce carbon emissions. Its Process Intelligence platform uses industry-leading process mining technology and AI to present companies with a living digital twin of their end-to-end processes. For the first time, everyone in an organisation has a common language about how the business works, visibility into where value is hidden and the ability to capture it. Celonis is headquartered in Munich (Germany) and New York (USA) and has more than 20 offices worldwide.
Get familiar with the Celonis Process Intelligence Platform by watching this video.
Join us as we make processes work for people, companies and the planet.
Celonis is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. Different makes us better.