# VP, Cloud and AI Partnerships

**Company:** [Celonis](https://hotfix.jobs/companies/celonis)
**Location:** Redwood City, CA
**Role:** Partnerships
**Salary:** $260k – $325k/yr
**Experience:** 15+ years
**Skills:** Business Development, strategic alliances, cloud partnerships, ai partnerships, microsoft, AWS, Databricks, LLMs, co-selling, cloud marketplaces, Contract Negotiation
**Posted:** 2026-07-15

> Lead global strategy and GTM for Celonis' key Cloud (Microsoft, AWS, Databricks) and frontier AI (OpenAI, Anthropic) partnerships. Architect co-sell motions, marketplace growth, technical integrations, and lead a team of partner managers to drive revenue and position Process Intelligence as the AI context layer.

## Job Description

## The work you’ll do

**Strategic Leadership:** Define and execute the multi-year global strategy for Cloud and AI partnerships, aligning with Celonis’ overarching corporate goals for ACV growth and market expansion.

**GTM Field Orchestration:** Design and implement robust co-selling frameworks that align Celonis’ global sales organization with the field teams of Microsoft, AWS, and Databricks.

**AI Ecosystem Expansion:** Lead the strategy for frontier AI labs, positioning the Celonis Process Intelligence Graph as the essential "context layer" for Large Language Models (LLMs) and Agentic AI in the enterprise.

**Team Leadership:** Lead, mentor, and scale a high-performing team of Global Partner Managers. Foster a culture of "The Best Team Wins" by driving accountability and professional growth.

**Marketplace & Commercial Excellence:** Oversee the growth of Celonis through Cloud Marketplaces (Azure, AWS), optimizing for transaction velocity and strategic commercial alignment.

**Executive Advocacy:** Act as the face of Celonis to C-suite stakeholders at our partner organizations and represent the partnership health to the Celonis Executive Leadership Team (ELT).

**Product & Engineering Alignment:** Collaborate closely with Product Management to ensure our integrations (e.g., Fabric, Bedrock, Lakehouse) are market-leading and deliver immediate customer value.

## The qualifications you’ll need

- 15+ years of experience in Business Development, Alliances, or Strategic Sales within the SaaS, Cloud, or AI space.
- Deep, existing network and a proven track record of success working with (or within) Microsoft, AWS, or Databricks.
- Strong understanding of the current AI landscape, including the role of data infrastructure, LLMs, and enterprise AI orchestration.
- Proven experience leading and developing high-impact teams in a fast-paced, high-growth environment.
- Extensive experience in complex contract negotiations and a deep understanding of Cloud Marketplace mechanics and co-sell motions.
- Exceptional executive presence with the ability to simplify complex technical value propositions into compelling business outcomes.
- A Bachelor’s degree in Business, Computer Science, or a related field (MBA preferred).

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