Head of Ecosystem

Celonis; United States; On-site; USD 180,000 - 280,000; Full time

Benefits offered by this job

RSUs & refresh grants

Parental leave

Unlimited PTO

Hybrid work model

Learning & mentorship

Well-being programs

Job summary

Celonis seeks a Head of Ecosystems for Japan to lead and expand the partnership network with domestic SIs such as NEC, Fujitsu, and ABeam. Reporting to the Japan Country Manager, you will define joint GTM strategies and drive transformative joint engagements.

You will nurture senior relationships, align partner programs with Celonis capabilities, and drive pipeline, governance, and cross-team delivery across Celonis Japan.

Qualifications

• Experience: 10+ years in alliances, partner management, or strategy consulting with exposure to enterprise software/SaaS sales.
• Required Network: established network within domestic Japanese SI ecosystem (e.g., NEC, Fujitsu, ABeam) and track record of driving commercial outcomes with these partners.
• Ecosystem Knowledge: deep understanding of Japanese System Integrators, their business models, incentives, sales cycles, and enterprise transformation.
• Executive Engagement: ability to guide senior partner executives and C-level client executives.
• Communication: excellent communication, storytelling, and executive presence; native-level Japanese and business-level English proficiency.
• Mindset & Work Style: entrepreneurial, self-motivated, and comfortable in fast-paced, high-growth environments; travel within Japan and globally (10–20%).

Responsibilities

• Define and execute a Go-To-Market plan prioritizing domestic Japanese SIs.
• Build and execute an alliance plan with core technology partners.
• Develop senior relationships with sector leaders and key accounts.
• Pitch the Celonis partnership to secure buy-in for joint business development.
• Source joint projects and coordinate delivery across Celonis Japan teams.
• Embed Celonis into partner methodologies for transformation practices.
• Shape joint initiatives aligning partner-led themes with Celonis capabilities.
• Collaborate with regional leadership to activate partners in priority accounts.
• Navigate stakeholders across partners, customers, and Celonis HQ.
• Manage regional governance with steering committees and pipeline reviews.

Skills

Executive engagement

Communication

Native Japanese

Business English

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.

The Team

The Celonis Ecosystem team builds and scales partnerships with Tech, Cloud, AI, and Professional Services firms to fuel Celonis’ non-linear growth. Within Japan, our primary focus is expanding collaboration with top-tier domestic System Integrators (SIs) such as NEC, Fujitsu, and ABeam, alongside our broader Consulting and Technology partners. We are hiring a Head of Ecosystems to develop and manage joint Go-To-Market activities, driving superior client value and scaling our partner landscape across the Japanese market.

The Role

Reporting directly to the Japan Country Manager with a dotted line to Global Ecosystems HQ, you will lead, structure, and expand Celonis’ partnership network in Japan. Your role centers on building high-trust relationships with key domestic SIs to define joint solutions, shape transformation programs, and influence strategic business opportunities. Success is evaluated based on joint business impact, thought leadership, pipeline generation, and the creation of scalable go-to-market strategies tailored to the Japanese enterprise landscape.

The Work You’ll Do

• Strategy & GTM: Define and execute a holistic Go-To-Market plan prioritizing domestic Japanese SIs (e.g., NEC, Fujitsu, ABeam) while actively shaping global ecosystem priorities.
• Technology Partner Alliance: Build and execute an alliance plan with our core technology partners. (Microsoft, Databricks, Oracle)
• Relationship Building: Attract and develop senior relationships with sector, industry, and capability leaders, as well as responsible account partners at major Japanese firms.
• Value Proposition: Pitch the Celonis partnership to secure buy-in for joint business development, maintaining a highly outcome-focused approach tailored to the working models of Japanese SIs.
• Project Sourcing & Delivery: Source joint projects and ensure delivery success by managing Celonis-powered consulting engagements and coordinating tightly across internal Celonis Japan teams.
• Partner Enablement: Embed Celonis into partner methodologies, ensuring it becomes a core part of their "toolbox" for digital and operational transformation practices.
• Solution Alignment: Shape joint initiatives by aligning partner-led themes (e.g., legacy modernization, supply chain resilience, AI operations) with Celonis’ capabilities.
• Pipeline Development: Collaborate closely with Celonis regional and sales leadership in Japan to activate partners in priority accounts and drive C-level pitches.
• Stakeholder Management: Navigate and manage stakeholders across partners, customers, and Celonis HQ to ensure the conversion of joint opportunities.
• Governance: Manage regional governance with partner firms, including regular steering committees, pipeline reviews, and project forecasts.

The Qualifications You Need

• Experience: 10+ years of relevant work experience in alliances, partner management, or strategy consulting, ideally paired with exposure to enterprise software/SaaS sales.
• Required Network: Must have an established, robust network within the domestic Japanese SI ecosystem (e.g., NEC, Fujitsu, ABeam) and a proven track record of driving commercial outcomes with these partners.
• Ecosystem Knowledge: Deep understanding of the inner workings of Japanese System Integrators: their business models, incentive structures, sales cycles, and how they drive enterprise transformation.
• Executive Engagement: Proven ability to guide senior partner executives and C-level client executives.
• Communication: Excellent communication, storytelling skills, and executive presence. Native-level Japanese and Business-level English proficiency are required.
• Mindset & Work Style: Entrepreneurial, self-motivated, and comfortable in fast-paced, high-growth environments. Willingness to travel as needed within Japan and occasionally globally (10-20%).

#LI-DH2

What Celonis can offer you:

• Pioneer Innovation: Work with the global leader in Process Mining and the Process Intelligence Graph to shape the future of AI-driven business operations.
• Ownership from Day 1: Every full-time "Celonaut" is an owner, receiving Restricted Stock Units (RSUs) and merit‑based refresh grants.
• Unrivaled Family Support: Benefit from our inclusive parental leave policy—24 weeks of fully paid leave for primary carers and 12 weeks for supporting carers, available from your first day of employment.
• Work-Life Integration: Enjoy Unlimited PTO (in applicable regions) and generous PTO globally, as well as a flexible hybrid work model that balances remote focus with vibrant office collaboration.
• Continuous Growth: Elevate your skills through our 70‑20‑10 learning framework, mentorship programs, and access to a dedicated learning platform.
• Holistic Well-being: Prioritize your health with subsidized Wellhub memberships, mental health counseling, and dedicated "Wellness Weeks" that prioritize work/life balance.
• Drive Sustainability: Participate in annual Impact Days, where you receive paid time off to volunteer for community and environmental causes with your local office, or virtually.
• Global Inclusion & Belonging: Find community through our Inclusion Think Tank and participate in our annual Inclusion Days, ensuring every voice is heard and valued.
• Value-Driven Impact: Join a mission‑led organization where our core values—Live for Customer Value, The Best Team Wins, We Own It, and Earth Is Our Future—drive every decision.

About Us:

Celonis makes processes work — for people, companies, and the planet. Powered by process mining and AI, the Celonis Process Intelligence Platform integrates process data and business context to create a living digital twin of business operations. We enable thousands of companies worldwide to understand how their business actually runs and, together with their partners, build intelligent solutions that transform and continuously improve the way they operate — unlocking billions in value. Celonis is headquartered in Munich, Germany, and New York City, USA, with more than 20 offices worldwide.

Get familiar with the Celonis Process Intelligence Platform by watching this video.

Celonis Inclusion Statement:

At Celonis, we believe our people make us who we are and that “The Best Team Wins”. We know that the best teams are made up of people who bring different perspectives to the table. And when everyone feels included, able to speak up and knows their voice is heard - that's when creativity and innovation happen.

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