VP, Cloud and AI Partnerships

Celonis is the global leader in Process Intelligence and the pioneer of Process Mining technology. As one of the world’s fastest-growing enterprise SaaS companies, we are changemakers pushing the boundaries of what’s possible. We invest heavily in advanced AI capabilities—specifically our Process Intelligence Graph—to turn data insights into immediate business action. We believe there is a massive opportunity to unlock global productivity and sustainability by placing intelligence at the core of every business process. Join our mission to make processes work for people, companies, and the planet. 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 t