Lead - Cloud & AI Partnerships Business Development

Celonis is the trusted platform to industrialize Enterprise AI. At our core is the Celonis Context Model — which combines process data, business knowledge, and intelligence into a living digital twin of the enterprise that AI can actually understand, turning AI's operational blind spots into operational clarity. World's leading companies trust Celonis and its global ecosystem of partners to make their AI agents, people, systems, and processes work together, achieving transformational outcomes. We believe there's a massive opportunity to unlock global productivity and sustainability by giving AI the context to understand how every business process really works. Join our mission to make processes work for people, companies, and the planet. The Team: Our Business Development team is at the forefront of the AI ecosystem. We build strategic partnerships with the world’s leading Data and AI platforms, as well as ERP, CRM, and industry-specific vendors. We don’t just extend the Celonis platform; we embed our intelligence layer into the partner stack to power AI-driven transformation, growing ARR and scaling agentic deployments globally. The Role: You will own the end-to-end partnership lifecycle for our most strategic Data partners. Your mission is to position Celonis as the essential "context layer" for Enterprise AI. You will identify high-impact AI use cases, design joint Agentic solutions, and manage OEM accounts to ensure Celonis is the engine behind their intelligent automation. You will serve as the connective tissue between our partners and the Celonis Applied AI, Engineering, and Product teams. The work you'll do: • Architect the AI Ecosystem: Demonstrate how the Process Intelligence Graph provides the context for a partner’s AI and LLM applications. • Drive AI-First Sales Cycles: Support leadership in driving complex, multi-stakeholder sales cycles with tier-one software vendors (e.g., Coupa, Workday Salesforce, Veeva, Guidewire). • Enable Agentic Workflows: Serve as the primary liaison to ensure our platform is optimized for agentic orchestration, ensuring OEM offerings are ready to power autonomous business actions. • Co-Innovate Joint Solutions: Lead AI Value Workshops and develop business cases focused on the ROI of AI-enriched process automation. • Drive AI Adoption: Manage the health of signed OEM accounts, identifying new generative and predictive AI use cases to ensure active adoption and platform stickiness. • Shape the AI Roadmap: Capture partner feedback on AI/ML requirements to inform the Celonis product roadmap and stay ahead of competitive dynamics in the Agentic AI space. • Validate Technical Feasibility: Collaborate with Applied AI Engineering to validate the integration of LLMs and the deployment of zero-copy data strategies. • Experience building and scaling 0-to-1 motions at fast-paced technology organizations. What you bring: • 6-10+ years of experience in Enterprise Software, Business Development, or AI/ML Solution Consulting. • Proven ability to build business cases for AI-driven transformation and negotiate complex commercial frameworks. • Strong technical acumen in the AI/Data stack (e.g., understanding of LLMs, Vector Databases, and how Process Intelligence integrates with AI agents). • Ability to translate complex process data into a compelling AI value proposition for executive-level stakeholders. • Track record of navigating first-of-their-kind sales cycles in the AI or Data infrastructure space. • Bachelor’s degree in Business, Engineering, Computer Science, or a related field, with business development experience building and scaling businesses in greenfield partner ecosystems. 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. $150,000—$175,000 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. About Us: Celonis is the trusted platform to industrialize Enterprise