Lead - Cloud & AI Partnerships Business Development

Celonis•Redwood City, CA

3d•$150,000 - $175,000•Hybrid

About The Position

Celonis is seeking a Lead for Cloud & AI Partnerships Business Development to join their Business Development team. This role is at the forefront of the AI ecosystem, responsible for building strategic partnerships with leading Data and AI platforms, as well as ERP, CRM, and industry-specific vendors. The goal is to embed Celonis' intelligence layer into partner stacks to power AI-driven transformation, grow ARR, and scale agentic deployments globally. The individual will own the end-to-end partnership lifecycle for strategic Data & AI partners, positioning Celonis as the essential "context layer" for Enterprise AI. This involves identifying high-impact AI use cases, designing joint Agentic solutions, and managing OEM accounts to ensure Celonis powers their intelligent automation. The role requires serving as the connective tissue between partners and Celonis' Applied AI, Engineering, and Product teams.

Requirements

4–6+ years of experience in Enterprise Software, Business Development, or AI/ML Solution Consulting.
Proven ability to build business cases for AI-driven transformation and negotiate complex commercial frameworks.
Strong technical acumen in the AI/Data stack (e.g., understanding of LLMs, Vector Databases, and how Process Intelligence integrates with AI agents).
Ability to translate complex process data into a compelling AI value proposition for executive-level stakeholders.
Track record of navigating first-of-their-kind sales cycles in the AI or Data infrastructure space.
Bachelor's degree in Business, Engineering, Computer Science, or a related field.

Responsibilities

Architect the AI Ecosystem by demonstrating how the Process Intelligence Graph provides context for partner AI and LLM applications.
Drive AI-First Sales Cycles by supporting leadership in complex, multi-stakeholder sales with tier-one AI and software vendors.
Enable Agentic Workflows by serving as the primary liaison to optimize the platform for agentic orchestration and ensure OEM offerings power autonomous business actions.
Co-Innovate Joint Solutions by leading AI Value Workshops and developing business cases focused on the ROI of AI-enriched process automation.
Drive AI Adoption by managing the health of signed OEM accounts and identifying new generative and predictive AI use cases.
Shape the AI Roadmap by capturing partner feedback on AI/ML requirements to inform the Celonis product roadmap.
Validate Technical Feasibility by collaborating with Applied AI Engineering to validate LLM integration and zero-copy data strategies.