# GSI Partner Lead EMEA

**Company:** [Celonis](https://hotfix.jobs/companies/celonis)
**Location:** Munich, Germany
**Role:** Partnerships
**Experience:** 10+ years
**Skills:** Enterprise Saas, Management Consulting, Partner Strategy, Go-to-Market Strategy, Process Automation, Digital Twin Architecture, Artificial Intelligence, Celonis Ai Platform, SAP, Oracle, Microsoft, AWS, Databricks, Pipeline Forecasting
**Posted:** 2026-07-24

> Leads strategic partnerships with global system integrators across EMEA, embedding Celonis AI into partner offerings and orchestrating complex joint go-to-market motions. The role requires 10+ years in management consulting and sales, executive-level relationship building, technical fluency, and commercial partnership expertise.

## Job Description

## Responsibilities

### Strategic Partner Engagement
- Embed Celonis into global system integrators' strategic AI initiatives and "Service as Software" platforms, establishing multi-year, value-based contracts tied to efficiency gains.
- Lead activation with GSI service lines including Strategy and Transformation, Enterprise Apps (SAP and Oracle), AI and Hybrid Cloud, and BPO.
- Incubate and drive initial engagements with GSI service lines focused on Microsoft, AWS, and Databricks.
- Co-create AI-led joint offerings in Supply Chain Management, Enterprise Modernization, and Front Office Transformation.
- Orchestrate senior leadership relationships at the CXO level.
- Co-design complex, AI-driven business use cases with GSIs.
- Encourage select GSI partners to use the Celonis AI platform internally as "Customer Zero."

### Strategic Go-to-Market
- Drive new AI deals, including OEM and embedded motions.
- Orchestrate tri-party go-to-market motions with strategic GSIs and hyperscalers such as Microsoft, AWS, and Databricks.
- Support high-stakes customer pursuits by helping regional sales and partner teams build joint value propositions.

### Governance and Enablement
- Lead global and support regional governance and accountability frameworks.
- Manage pipeline generation and forecasting.
- Lead and direct Celonis Academy teams to help GSI partners adopt the Celonis platform across service lines and markets.
- Simplify and scale partnership motions using internal tools to streamline partner workflows and reduce repetitive coordination.

## Requirements
- Minimum 10 years of experience at Deloitte or KPMG in management consulting and sales.
- Experience in partnerships, ecosystems, or partner go-to-market leadership within enterprise SaaS, focused on Big Four global system integrators.
- Proven ability to engage, influence, and build relationships with CXO-level business leaders.
- Deep understanding of process automation, digital twin architecture, and co-innovation frameworks.
- Ability to translate complex joint product value propositions into clear business outcomes.
- Track record of driving high-value, outcome-oriented commercial contracts and structured joint sales plays.
- Ability to work across direct and matrix operating structures, coordinating value engineers, sales teams, and hyperscaler counterparts.
- Ability to operate with urgency in a fast-paced, evolving environment while remaining self-motivated and comfortable with ambiguity.
- Visa sponsorship is not available for this position.

## Compensation and Benefits
- Restricted Stock Units and merit-based refresh grants for full-time employees.
- Inclusive parental leave: 24 weeks fully paid for primary carers and 12 weeks for supporting carers.
- Unlimited PTO in applicable regions and generous PTO globally.
- Flexible hybrid work model.
- Learning framework, mentorship programs, and dedicated learning platform.
- Subsidized Wellhub memberships, mental health counseling, and Wellness Weeks.
- Paid time off for annual Impact Days supporting community and environmental causes.
- Inclusion Think Tank and annual Inclusion Days.

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