GSI Partner Lead EMEA

EngineersOfAI; München; On-site; EUR 90,000 - 130,000; Full time

Job summary

EngineersOfAI is seeking a GSI Partner Lead EMEA to enhance partnerships across EMEA with Global System Integrators. The role focuses on embedding the Celonis platform within key strategic AI initiatives, ensuring multi-year contracts and driving value-based contracts that incentivize partners to utilize autonomous AI agents.

The successful candidate will demonstrate deep technical fluency, engage at the CXO level, and lead strategic partnerships while managing complex governance frameworks.

Qualifications

• Deep technical and strategic fluency to navigate organizations.
• Ability to engage with CXO level executives.
• Experience in partnership development and management.

Responsibilities

• Develop partnerships with GSIs across EMEA.
• Embed Celonis into GSIs' core AI initiatives.
• Lead strategic engagement with senior leadership.

Skills

Strategic thinking

Technical fluency

Relationship management

Negotiation

AI technology understanding

Education

Relevant degree in technology or business

Job description

Celonis is the global leader in Process Intelligence and the pioneer of Process Mining technology. As one of the world’s fastest-growing enterprise SaaS companies, we are changemakers pushing the boundaries of what’s possible. We invest heavily in advanced AI capabilities—specifically our Process Intelligence Graph—to turn data insights into immediate business action. We believe there is a massive opportunity to unlock global productivity and sustainability by placing intelligence at the core of every business process. Join our mission to make processes work for people, companies, and the planet.

Job Description

The Team: The Celonis Ecosystem is pivotal to our company growth strategy as we aim to embed Celonis AI platform into the AI programs of every key GSI partner. Within the Ecosystem team, the GSI Partnership Management team leads, manages and supports our global partnerships with Global System Integrators (GSIs). We aim to drive a successful GTM with these strategic partners to achieve mutual success - high impact Celonis software Net New ACV from the partners’ customers through (cosell, resell motions) and - differentiated service offerings and non linear services revenue for our partners. Our Ecosystem is critical to our goal of driving substantial value for our joint customers.

The Role: GSI Partner Lead EMEA

acts as an ecosystem orchestrator, responsible for developing deep, technology-driven partnerships with a select portfolio of GSIs across EMEA. 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.

The work you’ll do:

Strategic Partner Engagement

• 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.

Strategic GTM with key GSIs

• New AI deals including OEM / embedded motions
• Orchestrate complex tri-party go-to-market motions alongside strategic GSIs and leading hyperscalers such as Microsoft, AWS, and Databricks.
• Personally supports high-stakes customer pursuits in the field, helping regional sales and partner teams build unique joint value propositions.

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