Strategic Solutions Director - Oracle Alliance

Celonis • Raleigh, NC

10d • $175,000 - $204,000 • Hybrid

About The Position

Celonis is seeking a Strategic Solutions Director, a senior, solutions-led overlay role focused on driving pipeline creation, new-logo acquisition, and revenue growth through joint engagement with Oracle's applications sales teams. This role is part of a small founding team responsible for the Celonis + Oracle activation, requiring deep Celonis-native solution depth, familiarity with Oracle applications and modernization, Oracle AI, and Oracle Pre-Sales credibility. The Strategic Solutions Director will sit alongside Celonis Account Executives and other sales teams, embedded in pursuits where Oracle is the primary focus, and will be accountable for activating net-new pipeline, influencing new logos, and generating co-sourced revenue. The ideal candidate is a strategic solutions leader with strong alliance and co-sell execution skills, credible in customer executive transformation conversations, Oracle field co-sell calls, and GSI program reviews. They will act as the face of Celonis within Oracle's regional sales motion, building trust and visibility with Oracle leadership and field teams. This cross-functional, externally-facing role demands strong executive presence, deep solution credibility, enterprise sales acumen, and the ability to orchestrate complex, multi-party sales motions. The role reports to the SVP, Strategic Global Partnerships & Market Activation.

Requirements

• 8+ years in enterprise software sales, alliance and co-sell, value engineering, solution-led GTM, or enterprise consulting and implementation roles.
• Strong sales acumen and the ability to navigate complex deal cycles.
• Direct experience in or with the Oracle ecosystem: Oracle Fusion Cloud, Oracle EBS, OCI, Oracle Consulting, NetSuite, or a GSI Oracle practice.
• Deep solution credibility: proven ability to own the transformation narrative end-to-end with customer executives, translating product capabilities into measurable business outcomes.
• Strong working understanding of ERP modernization, enterprise applications, and digital transformation initiatives, including how process intelligence, AI, and automation reshape the operating model.
• Demonstrated experience operating in formal co-sell or partner-led GTM motions, with measurable joint pipeline or co-sourced revenue outcomes.
• Executive presence and the ability to influence without direct authority, credible with Oracle counterparts, GSI partners, and customer VP/C-suite stakeholders.
• Experience operating in highly matrixed environments, comfortable working across multiple internal and external sales motions simultaneously.

Nice To Haves

• Familiarity with Oracle Fusion AI, OCI Generative AI, and AI-enabled enterprise applications.
• Existing relationships within Oracle field organizations and/or major consulting partners (Deloitte, PwC, Accenture, KPMG, Oracle Consulting).
• Understanding of process intelligence, process mining, or enterprise operational analytics, including first-hand experience with the Celonis platform.
• Knowledge of ERP migration programs and enterprise transformation delivery methodologies.

Responsibilities

• Own and continuously evolve the Celonis solution narrative for Oracle accounts in your coverage area, including transformation maps, value cases, executive POVs, and reusable solution accelerators that connect Celonis Process Intelligence to Oracle Fusion Cloud, OCI, and Oracle Fusion AI use cases.
• Lead the executive-level solution conversation with customer leadership and Oracle counterparts, partnering with Celonis Value Engineering and Solution Engineering for technical depth.
• Drive high-value joint plays in accounts, such as Oracle EBS-to-Fusion modernization, Process Intelligence on OCI deployments, and Oracle Fusion AI and AI agent enablement.
• Generate net-new pipeline and revenue for Celonis through Oracle partnership-led sales motions.
• Build and maintain working relationships with Oracle field counterparts, serving as Celonis' day-to-day point of contact with Oracle's regional sales motion.
• Partner with Celonis and Oracle Account Executives and RVPs to co-build joint account plans and drive coordinated pursuit strategies.
• Represent Celonis at Oracle AIWorld and regional Oracle field events.
• Navigate complex enterprise sales cycles alongside Celonis Account Executives and RVPs, acting as the connective tissue across Oracle sales, Celonis sales, partners, and customers.
• Enable Celonis Account Executives and Value Engineers on the Oracle Alliance play and partner with Celonis Enablement, Product Marketing, and Sales Programs to scale joint training and engagement models.

Benefits

• Restricted Stock Units (RSUs)
• Merit-based refresh grants
• 24 weeks of fully paid leave for primary carers
• 12 weeks of fully paid leave for supporting carers
• Unlimited PTO (in applicable regions)
• Generous PTO globally
• Flexible hybrid work model
• 70-20-10 learning framework
• Mentorship programs
• Access to a dedicated learning platform
• Subsidized Wellhub memberships
• Mental health counseling
• Dedicated "Wellness Weeks"
• Paid time off to volunteer for community and environmental causes
• Paid time off for annual Inclusion Days
• Health insurance
• Dental insurance
• Life insurance
• 401k

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed