The Team

The Celonis Ecosystem team is the engine driving our mission to make the world's processes work for people, companies, and the planet. We believe that for Celonis to become a generational company, we must be deeply integrated into the fabric of the modern enterprise stack. This team is responsible for building high-impact, strategic alliances with the world's leading technology providers, ensuring that Process Intelligence is the brain behind every intelligent business execution.
The Role

As the VP of Cloud & AI Partnerships, you will be the primary architect of Celonis' most strategic technology relationships. Based in our San Francisco hub, you will lead the strategy and global Go-To-Market (GTM) orchestration for our "Big 4" cloud and data partners-Microsoft, AWS, and Databricks-as well as our expanding frontier AI Lab partnerships (e.g., OpenAI, Anthropic).

This is a high-visibility leadership role that sits at the intersection of product innovation and commercial execution. You will lead a world-class team of partner managers to drive co-sell revenue, marketplace growth, and deep technical alignment, ensuring Celonis is the preferred Process Intelligence layer for the world's leading AI and Cloud ecosystems.
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:

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

Visa sponsorship is not offered for this role.

The base salary range below is for the role in the specified location, based on a Full Time Schedule.

Total compensation package will include base salary + bonus/commission + equity + benefits (health, dental, life, 401k, and paid time off). Please note that the base salary range is a guideline, and that the actual total compensation offer will be determined based on various factors, including, but not limited to, applicant's qualifications, skills, experiences, and location.

The base salary range below is for the role in California, based on a Full Time Schedule.

$260,000-$325,000 USD

What Celonis can offer you:

• Pioneer Innovation: Work with the global leader in Process Mining and the Process Intelligence Graph to shape the future of AI-driven business operations.
• Ownership from Day 1: Every full-time "Celonaut" is an owner, receiving Restricted Stock Units (RSUs) and merit-based refresh grants.
• Unrivaled Family Support: Benefit from our inclusive parental leave policy-24 weeks of fully paid leave for primary carers and 12 weeks for supporting carers, available from your first day of employment.
• Work-Life Integration: Enjoy Unlimited PTO (in applicable regions) and generous PTO globally, as well as a flexible hybrid work model that balances remote focus with vibrant office collaboration.
• Continuous Growth: Elevate your skills through our 70-20-10 learning framework, mentorship programs, and access to a dedicated learning platform.
• Holistic Well-being: Prioritize your health with subsidized Wellhub memberships, mental health counseling, and dedicated "Wellness Weeks" that prioritize work/life balance.
• Drive Sustainability: Participate in annual Impact Days, where you receive paid time off to volunteer for community and environmental causes with your local office, or virtually.
• Global Inclusion & Belonging: Find community through our Inclusion Think Tank and participate in our annual Inclusion Days, ensuring every voice is heard and valued.
• Value-Driven Impact: Join a mission-led organization where our core values-Live for Customer Value, The Best Team Wins, We Own It, and Earth Is Our Future-drive every decision.