Senior Director, GSI Partner Management
About The Position
The Senior Director, GSI Partner Management - NAM acts as an ecosystem orchestrator, responsible for developing deep, technology-driven partnerships with a select portfolio of GSIs across North America. 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.
Requirements
- 10+ years of equivalent experience in Management Consulting, Alliance Management, or Partner GTM leadership within the enterprise SaaS industry.
- Proven capability to engage, influence, and build strong relationships with business leaders at the CXO level.
- Deep understanding of process automation, digital twin architecture, and co-innovation frameworks. Experience translating complex joint product value propositions into clear business outcomes is required.
- Extensive background managing relationships with the Big 4 or major Tier-1 global system integrators (such as PwC, EY), with a clear grasp of how their business models are shifting toward autonomous operations.
- Track record of driving high-value, outcome-oriented commercial contracts and structured joint sales plays.
- Strong ability to work collaboratively across direct and matrix operating structures, orchestrating internal value engineers, sales teams, and hyperscaler counterparts.
- Ability to act with absolute urgency in a fast-paced, evolving hyper-growth environment, remaining self-motivated and comfortable with ambiguity.
Responsibilities
- 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.
- Governance - lead global and support regional governance and accountability frameworks with partner stakeholders, actively managing pipeline generation and forecasting.
- Partner Enablement - lead and direct Celonis academy teams to help GSI partners learn and adopt new Celonis platform across service lines and markets.
- Help simplify and scale partnership motions - leverage advanced internal tools to streamline partner workflows, eliminating repetitive internal tasks and operational coordination.
Benefits
- health, dental, life, 401k, and paid time off
- Restricted Stock Units (RSUs) and merit-based refresh grants
- 24 weeks of fully paid leave for primary carers and 12 weeks for supporting carers
- Unlimited PTO (in applicable regions) and generous PTO globally
- flexible hybrid work model
- 70-20-10 learning framework, mentorship programs, and access to a dedicated learning platform
- subsidized Wellhub memberships, mental health counseling, and dedicated "Wellness Weeks"
- paid time off to volunteer for community and environmental causes
- Inclusion Think Tank and annual Inclusion Days
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
