Lead - Cloud & AI Partnerships Business Development

Celonis; Redwood City (CA); Hybrid; USD 150,000 - 175,000; Full time

Benefits offered by this job

RSUs

Merit-based refresh grants

Unlimited PTO

Hybrid work model

Wellness programs

Job summary

Celonis is seeking a seasoned Partnerships professional to own end-to-end partner lifecycle with top Data & AI partners. You will position Celonis as the context layer for Enterprise AI, identify high-impact use cases, co-create agentic solutions, and manage OEM accounts to ensure Celonis drives intelligent automation.

You will collaborate with Applied AI, Engineering, and Product teams to validate feasibility and accelerate AI adoption, shaping the roadmap with executive stakeholders.

Qualifications

• 4-6+ years of experience in Enterprise Software, Business Development, or AI/ML Solution Consulting.
• Proven ability to build business cases for AI-driven transformation and negotiate complex commercial frameworks.
• Strong technical acumen in the AI/Data stack and integration with AI agents.

Responsibilities

• Architect the AI Ecosystem and demonstrate context for partner AI applications.
• Drive AI-first sales cycles with tier-one AI and software vendors.
• Enable Agentic Workflows and ensure OEM offerings power autonomous actions.
• Co-Innovate Joint Solutions and lead AI Value Workshops focused on ROI of AI-enriched processes.
• Drive AI Adoption and manage OEM accounts for ongoing platform stickiness.
• Shape the AI Roadmap by capturing partner feedback for Celonis product direction.

Skills

Enterprise software

Business development

AI/ML knowledge

Executive storytelling

Education

Bachelor's degree

Tools

Databricks

Snowflake

Microsoft

Job description

Celonis is the trusted platform to industrialize Enterprise AI. At our core is the Celonis Context Model - which combines process data, business knowledge, and intelligence into a living digital twin of the enterprise that AI can actually understand, turning AI's operational blind spots into operational clarity. World's leading companies trust Celonis and its global ecosystem of partners to make their AI agents, people, systems, and processes work together, achieving transformational outcomes. We believe there's a massive opportunity to unlock global productivity and sustainability by giving AI the context to understand how every business process really works. Join our mission to make processes work for people, companies, and the planet.

The Team:

Our Business Development team is at the forefront of the AI ecosystem. We build strategic partnerships with the world’s leading Data and AI platforms, as well as ERP, CRM, and industry-specific vendors. We don’t just extend the Celonis platform; we embed our intelligence layer into the partner stack to power AI-driven transformation, growing ARR and scaling agentic deployments globally.

The Role:

You will own the end-to-end partnership lifecycle for our most strategic Data & AI partners. Your mission is to position Celonis as the essential "context layer" for Enterprise AI. You will identify high-impact AI use cases, design joint Agentic solutions, and manage OEM accounts to ensure Celonis is the engine behind their intelligent automation. You will serve as the connective tissue between our partners and the Celonis Applied AI, Engineering, and Product teams.

The work you'll do:

• Architect the AI Ecosystem: Demonstrate how the Process Intelligence Graph provides the context for a partner’s AI and LLM applications.
• Drive AI-First Sales Cycles: Support leadership in driving complex, multi-stakeholder sales cycles with tier-one AI and software vendors (e.g., Databricks, Snowflake, Microsoft).
• Enable Agentic Workflows: Serve as the primary liaison to ensure our platform is optimized for agentic orchestration, ensuring OEM offerings are ready to power autonomous business actions.
• Co-Innovate Joint Solutions: Lead AI Value Workshops and develop business cases focused on the ROI of AI-enriched process automation.
• Drive AI Adoption: Manage the health of signed OEM accounts, identifying new generative and predictive AI use cases to ensure active adoption and platform stickiness.
• Shape the AI Roadmap: Capture partner feedback on AI/ML requirements to inform the Celonis product roadmap and stay ahead of competitive dynamics in the Agentic AI space.
• Validate Technical Feasibility: Collaborate with Applied AI Engineering to validate the integration of LLMs and the deployment of zero-copy data strategies.

What you bring:

• 4-6+ years of experience in Enterprise Software, Business Development, or AI/ML Solution Consulting.
• Proven ability to build business cases for AI-driven transformation and negotiate complex commercial frameworks.
• Strong technical acumen in the AI/Data stack (e.g., understanding of LLMs, Vector Databases, and how Process Intelligence integrates with AI agents).
• Ability to translate complex process data into a compelling AI value proposition for executive-level stakeholders.
• Track record of navigating first-of-their-kind sales cycles in the AI or Data infrastructure space.
• Bachelor's degree in Business, Engineering, Computer Science, or a related field.

Visa sponsorship is not offered for this role.

The base salary range below is for the role in the specified location, based on a Full Time Schedule. Total compensation package will include base salary + bonus/commission + equity + benefits (health, dental, life, 401k, and paid time off). Please note that the base salary range is a guideline, and that the actual total compensation offer will be determined based on various factors, including, but not limited to, applicant's qualifications, skills, experiences, and location.

The base salary range below is for the role in California, based on a Full Time Schedule. $150,000-$175,000 USD

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 is the trusted platform to industrialize Enterprise AI, empowering organizations to analyze, design, and operate AI-driven processes. The Celonis Platform is powered by the Celonis Context Model, which combines process data, business knowledge, and intelligence to create a living digital twin of the enterprise that AI can understand - turning AI’s operational blind spots into operational clarity. Industry-leading companies around the world trust Celonis and its global ecosystem of partners to make their AI agents, people, systems, and processes work together, achieving transformational outcomes. 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.