GSI Partner Lead EMEA

Celonis; España; Presencial; EUR 120.000 - 180.000; Jornada completa

Descripción de la vacante

Celonis, a global leader in Process Intelligence, seeks a GSI Partner Lead EMEA to orchestrate strategic partnerships with GSIs across EMEA and RoW. You will drive value-based contracts and acceleration of autonomous AI adoption, aligning with Celonis as the foundation of partner success.

You will build and scale regional GTM plans, manage executive relationships, and shape co-innovation in AI-driven use cases across supply chain, enterprise modernization, and front-office transformations.

Formación

• At least 10 years of experience in Deloitte/KPMG in management consulting and sales.
• Experience in partnership/ecosystem or Partner GTM leadership with enterprise SaaS and Big 4 GSIs.
• Executive presence to engage CXO level leaders.
• Strategic and technical fluency in process automation and digital twin.
• Proven ability to translate joint product value into business outcomes.
• Track record of commercial high-value deals.

Responsabilidades

• Embed Celonis into GSIs' core strategic AI initiatives and co-sell platforms to establish multi-year value-based contracts.
• Lead activation with GSI service lines like Strategy & Transformation, Enterprise Apps (SAP/Oracle), AI & Cloud and BPO.
• Incubate and drive initial engagements with GSI services lines (Microsoft, AWS, Databricks).
• Shift from transaction management to co-creation of AI-led joint offerings in SCM, Enterprise Modernization, and Front Office Transformation.
• Serve as primary orchestrator for CXO-level relationships with credibility and strategic fluency.
• Partner with GSIs to co-design complex AI-driven use cases replacing hours-for-hire margins with scalable value.
• Encourage select GSI partners to use Celonis platform as Customer Zero for validation of process excellence.

Conocimientos

Executive presence

Strategic fluency

Commercial acumen

SaaS partnerships

CXO stakeholder mgmt

Descripción del empleo

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 and RoW. 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

• 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 support 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 to streamline partner workflows, eliminating repetitive internal tasks and operational coordination.

The qualifications you need

• Ideal candidate needs to have minimum 10 years of experience in Deloitte / KPMG directly in Management Consulting and Sales
• Additional experiences include partnership / ecosystem or Partner GTM leadership within the enterprise SaaS industry focused on Big 4 global system integrators (Deloitte, EY, KPMG and PwC), with a clear grasp of how their business models are shifting toward autonomous operations.
• Executive Presence: Proven capability to engage, influence, and build strong relationships with business leaders at the CXO level.
• Strategic & Technical Fluency: 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.
• Commercial Expertise: Track record of driving high-value.