Strategic Solutions Director - Oracle

Celonis • Redwood City, CA

6d • Hybrid

About The Position

Celonis is seeking a small founding team of Strategic Solutions Directors (Specialist Senior Sellers) to drive the Celonis + Oracle activation. This role is a senior, solutions-led overlay position focused on creating pipeline, acquiring new logos, and growing revenue through joint engagement with Oracle's application sales teams. The ideal candidate is a strategic solutions leader with a strong transformation narrative for Oracle accounts, credible in customer executive conversations, Oracle field co-sell calls, and GSI program reviews. You will act as the face of Celonis within Oracle's regional sales motion, building trust and collaboration with Oracle leadership, sales teams, and strategic ecosystem partners. This cross-functional, externally-facing role requires executive presence, deep solution credibility, enterprise sales acumen, and the ability to orchestrate complex, multi-party sales motions. You will engage as a peer with Oracle senior reps and GSI partner leadership, not as a Celonis pre-sales resource, and will be responsible for carrying the Celonis voice into Oracle's most strategic accounts and programs. 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 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 with a proven ability to own the transformation narrative and translate product capabilities into measurable business outcomes.
• Strong working understanding of ERP modernization, enterprise applications, and digital transformation initiatives, including the impact of process intelligence, AI, and automation.
• Demonstrated experience operating in formal co-sell or partner-led GTM motions with measurable joint pipeline or co-sourced revenue outcomes.
• Executive presence and 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, including transformation maps, value cases, executive POVs, and solution accelerators connecting Celonis Process Intelligence to Oracle Fusion Cloud, OCI, and Oracle Fusion AI use cases.
• Lead executive-level solution conversations with customer leadership and Oracle counterparts, partnering with Celonis Value Engineering and Solution Engineering for technical depth.
• Drive high-value joint plays, including 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 (Account Executives, Solution Engineers, Customer Success Managers, Industry Strategists) in the territory.
• 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 a liaison between 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) and merit-based refresh grants
• 24 weeks of fully paid parental 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 for annual Impact Days (volunteering for community and environmental causes)
• Participation in Inclusion Think Tank and annual Inclusion Days

What This Job Offers

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