The Team:
The Celonis Partner Sales team supports our partnerships in go-to-market regions and is pivotal to our companys growth strategy. We focus on partner sales execution to drive incremental lands, accelerate value realization, and drive customer expansion with our Global and Regional partnerships. Additionally, we amplify and scale the use of Celonis by leveraging our partners' market strength & capabilities and integrating Celonis into our partners' industry offerings. We aim to drive a successful GTM with partners to achieve services revenue for our partners, and nonlinear growth of projects and customer reach for Celonis. Our Ecosystem is also critical to our goal of driving substantial value for our joint customers.
You will report into the North America Partner Sales leadership within the Celonis Global Ecosystem Organization.
The Role:
The Partner Sales Director (PSD) mission is to align our ecosystem and local field sales strategies to develop territory plans for customer lands, expands, and value realization with partners. This encompasses demand generation, GTM activation and projects, and conversions of proofs into successful long-term customers for Celonis and our partners.
You will be measured on partner-driven ACV, partner-driven New Logos, and expansion of territory ARR.
The work you'll do:
• Developing and Executing a territory partner plan with the support of our Ecosystem teams • Originating and driving partner sales with field sales and partner account teams • Guiding sales leadership on priority industry partners (GSI, RSI, Tech and AI) and facilitating executive alignment and sales execution • Industry and partner account team activation with support from Ecosystem and partner teams • Identifying and driving strategic priority offerings and campaigns to generate regional pipeline • Capturing joint success stories
Marketing and Sales Campaigns
The qualifications you need:
7+ years of equivalent experience in Consulting OR as a Partner Manager / GTM Manager / AE within the SaaS industry
Sales and ecosystem delivery experience within US Public Sector - Federal
Experience working with consulting and tech partnerships, understanding their business and value propositions
Sales/commercial experience driving GTM with partners
Strong ability to build and navigate long-term relationships with customers/partners
Project management: ability to organize and manage multiple streams
Strong communication skills and ability to translate Celonis use cases into consulting offerings and enable partners on Celonis
Ability to demo Celonis core use cases
Are self-motivated, proactive team player
Are able to thrive in fast-paced, collaborative, and ambiguous environments with various stakeholders
Be willing to travel to meet with partner stakeholders
Visa sponsorship is not offered for this role.