Head of Ecosystem
Leads Celonis’ ecosystem and alliance strategy in Japan, building strategic relationships with domestic System Integrators and technology partners to generate pipeline, develop joint solutions, and drive enterprise transformation outcomes. Requires 10+ years of relevant experience, a strong Japanese SI network, and native-level Japanese with business-level English.
About the job
Responsibilities
- Define and execute a holistic Go-To-Market plan prioritizing domestic Japanese System Integrators (SIs), including NEC, Fujitsu, and ABeam.
- Shape global ecosystem priorities and build alliance plans with Microsoft, Databricks, and Oracle.
- Develop senior relationships with sector, industry, and capability leaders and account partners at major Japanese firms.
- Pitch Celonis partnerships to secure buy-in for joint business development.
- Source joint projects and ensure delivery success by managing Celonis-powered consulting engagements.
- Coordinate closely with internal Celonis Japan teams, regional leadership, sales leadership, partners, customers, and headquarters.
- Embed Celonis into partner methodologies and digital and operational transformation practices.
- Align partner-led initiatives, including legacy modernization, supply chain resilience, and AI operations, with Celonis capabilities.
- Activate partners in priority accounts and drive C-level pitches.
- Manage stakeholder alignment and conversion of joint opportunities.
- Lead regional governance with partner firms, including steering committees, pipeline reviews, and project forecasts.
Requirements
- 10+ years of relevant experience in alliances, partner management, or strategy consulting.
- Experience with enterprise software or SaaS sales preferred.
- Established network within the domestic Japanese SI ecosystem, such as NEC, Fujitsu, and ABeam.
- Proven record of driving commercial outcomes with Japanese SI partners.
- Deep understanding of Japanese System Integrators, including business models, incentive structures, sales cycles, and enterprise transformation practices.
- Experience guiding senior partner executives and C-level client executives.
- Excellent communication, storytelling, and executive presence.
- Native-level Japanese and business-level English proficiency.
- Entrepreneurial, self-motivated, and comfortable in fast-paced, high-growth environments.
- Willingness to travel within Japan and occasionally globally (10–20%).
Compensation & Benefits
- Restricted Stock Units (RSUs) and merit-based refresh grants for full-time employees.
- Inclusive parental leave: 24 weeks of fully paid leave for primary carers and 12 weeks for supporting carers.
- Unlimited PTO in applicable regions and generous PTO globally.
- Flexible hybrid work model.
- Learning and development through a 70-20-10 learning framework, mentorship programs, and a dedicated learning platform.
- Subsidized Wellhub memberships, mental health counseling, and Wellness Weeks.
- Paid time off for annual community and environmental volunteering through Impact Days.
- Inclusion Think Tank and annual Inclusion Days.
Skills
Go-to-Market Strategy, Partner Management, Alliance Management, Strategy Consulting, Enterprise Software, SaaS Sales, System Integrators, Stakeholder Management, Executive Engagement, Pipeline Development, Project Management, Legacy Modernization, Supply Chain Resilience
Similar jobs
Partnerships jobs
Anthropic
Tokyo, Japan
Leads Anthropic’s Japan partner ecosystem, building the team and strategy that drive partner-sourced revenue, strategic alliances, and enterprise adoption. The role requires deep Japanese technology-market relationships, complex partnership negotiation experience, bilingual Japanese-English fluency, and 15–20+ years in enterprise technology.
Teleskope
Remote
Leads Teleskope’s North America channel strategy by recruiting and activating VARs and service partners, designing the partner program, and owning partner-sourced growth. The role requires 7–10+ years of channel sales experience, active VAR relationships, cybersecurity expertise, and the ability to build a team.
OpenLoop
Remote
Leads expansion and cross-sell growth across existing hospital and health system partnerships, while building the Provider Engagement function and managing executive relationships, reporting, implementations, and referral outcomes. Requires 15+ years of healthcare or related partnership and operational experience.
OpenAI
Tokyo, Japan
Own and scale strategic partner relationships in Japan by driving onboarding, enablement, co-developed solutions, and commercial activation. The role requires 7+ years in alliances, partner success, or enterprise software sales, strong program management, and fluency in Japanese and English.
MongoDB
Japan
Leads strategic cloud, system integrator, and ISV partnerships across Japan to generate pipeline, accelerate enterprise deals, and expand partner capabilities. The role requires 12+ years of quota-carrying sales experience, fluency in Japanese and English, and a strong record of exceeding targets.