Senior Director, GSI Partner Management
Orchestrates strategic partnerships with North American GSIs to embed Celonis AI into their service offerings, driving multi-year value-based contracts and co-created AI solutions. Requires 10+ years in alliance/partner leadership, CXO fluency, and deep GSI domain expertise.
About the job
Strategic Partner Engagement
- 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
- 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
Qualifications
- 10+ years of equivalent experience in Management Consulting, Alliance Management, or Partner GTM leadership within the enterprise SaaS industry
- Proven capability to engage, influence, and build strong relationships with business leaders at the CXO level
- Deep understanding of process automation, digital twin architecture, and co-innovation frameworks; experience translating complex joint product value propositions into clear business outcomes
- Extensive background managing relationships with the Big 4 or major Tier-1 global system integrators (such as PwC, EY), with a clear grasp of how their business models are shifting toward autonomous operations
- Track record of driving high-value, outcome-oriented commercial contracts and structured joint sales plays
- Strong ability to work collaboratively across direct and matrix operating structures, orchestrating internal value engineers, sales teams, and hyperscaler counterparts
- Ability to act with absolute urgency in a fast-paced, evolving hyper-growth environment, remaining self-motivated and comfortable with ambiguity
Skills
Process Automation, Digital Twin Architecture, Co-Innovation Frameworks, Alliance Management, Partner Gtm, Enterprise Saas, Cxo Engagement, Pipeline Management, Forecasting, Partner Enablement, SAP, Oracle, Microsoft, AWS, Databricks
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