Job Description
The Cloud Partner Director at Celonis is responsible for developing and managing go-to-market strategies with cloud and AI partners in the UKI region, building strong partner relationships, driving joint sales and pipeline growth, and supporting partner enablement to maximize the value of Celonis' process mining technology.
Key Responsibilities
- Develop and manage Go-To-Market (GTM) plans with cloud and AI partners in UKI.
- Attract, develop, and maintain senior relationships with cloud partners to expand into new strategic areas.
- Pitch the value proposition of Celonis partnerships at all levels, especially C-Level, using a consultative approach.
- Organize and execute events to drive pipeline and opportunities within the partner community.
- Drive technical and sales enablement for partners, coordinating global ecosystem resources.
- Act as the primary contact for Celonis and partner teams in UKI.
- Identify joint opportunities with account teams and ensure progress.
- Activate and enable partner sales and leadership teams based on joint value propositions and product integrations.
- Manage and maintain joint pipeline in CRM systems.
- Support marketplace transactions and facilitate partner motions.
- Contribute to building and executing the global Cloud GTM strategy.
- Develop and execute a partner strategy for the APAC market to meet sales goals through co-sell, resell, and direct revenue initiatives.
Requirements
- Minimum of 10 years of relevant work experience in the area of partner management, sales or business development, ideally with Microsoft, AWS or Google Cloud
- A strong network in a Cloud Partner ideally within Microsoft and AWS
- Ability to develop a holistic partner strategy and work on operational day-to-day tasks to execute that strategy and grow partnerships
- Strong sales mindset and consultative selling ability
- Technology aptitude related to cloud and AI capabilities
- Consultative background is a strong advantage
- Team-oriented and entrepreneurial with the ability to excite others and build strong relationships
- Experience in defining and managing a Go-To-Market (GTM) plan, managing joint pipeline, and executing related activities with cloud and AI partners
- Experience attracting and developing senior relationships with partners to expand into new strategic areas such as new Business Units, Service Lines, and Industry Verticals
- Experience pitching value propositions of partnerships at all levels, especially at C-Level, adopting a highly consultative sales and business outcome approach
- Experience organizing and executing events with and for partner communities to drive pipeline and opportunities
- Experience driving technical and sales enablement of partners, orchestrating global ecosystem resources
- Ability to act as the first point of contact for Celonis and Partner teams in UKI
- Experience working with account teams to identify joint opportunities and ensure progress
- Experience activating and enabling partner sales teams and leadership teams based on joint value propositions and product integrations
- Experience managing and maintaining joint pipeline in partner and Celonis CRMs
- Experience facilitating and supporting motions through Marketplace transactions
- Experience participating in building out global Cloud GTM strategies
- Ability to develop and execute a holistic partner strategy for the APAC market to achieve sales goals, including partner opportunity development, co-sell, resell, and direct revenue
Benefits & Perks
Compensation/salary range (not specified)
Hybrid working options
Company equity RSUs
Generous PTO
Extensive parental leave
Dedicated volunteer days
Access to gym subsidies
Counseling and well-being programs
Comprehensive benefits
Ready to Apply?
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