Partner Lead - Growth Partner Segment

The Team: Partner Lead - Growth Partner Segment

The Role: Manage the 360 degree partnership by driving strategic programs and partnership motions.

The work you ll do:

• Partnership Strategy & Execution - define key areas of unique differentiation that the partnership will deliver to the partner and Celonis with a long term view of joint success. Define and drive partnership KPIs. Play an overarching executive sponsor role in all partnerships under management, setting the strategic direction, mitigating risks, and unlocking new opportunity areas through top down alignment
• Activation - identify and agree key markets, industries, service lines and use cases that both team would drive together
• Go to Market - establish global business plans and strategies for sell-to, sell-with and sell-through with clear objectives and manage the execution of the defined plans across the GTM organization. Help orchestrate pipeline generation and Go to Market activities with various Ecosystem teams and Sales teams globally to drive Celonis license growth
• Governance - lead and manage partnership governance across global, regional, local and account levels. Collaborate within Celonis and externally with the partners leadership teams
• Relationship Development - .establish strong executive relationships sponsoring the partnership, including with key business and GTM stakeholders
• Marketing & Thought Leadership
• Talent and Team Management - Build, develop and grow a team of high performing partnerships to drive inorganic growth for Celonis through Partner success. Manage Regional Partner Lead(s)

The qualifications you need:

• Minimum 8-10 years of P&L experience across -Business Development/ Sales/ Delivery/Pre-Sales / Solutioning in a large and complex GSI organization.
• Strong hands-on experience in multiple ( at least two ) of the following Service Lines within the GSIs -
• Outstanding strategic mindset and execution power focused on long-term success
• Must have strong intellectual skills, a high level of enthusiasm, strong integrity and be very excited about providing great solutions to world-class customers
• Entrepreneurial spirit with a strong action orientation to get things done
• Significant experience in defining partner strategies in a hyper growth environment and a proven track record of successfully achieving set revenue goals in direct and Indirect (channel ) sales
• Strong network of senior levels relationships with key GSIs, Industry Analysts and other industry participants. Networking enthusiast, with a proven track record in establishing successful strategic CXO level relationships
• Previous management experience preferred growing and developing high performing teams. Team orientation and exceptional leadership skills to keep teams aligned and focused to achieve set objectives
• Excellent communication and presentation skills to articulate strategies effectively on all management levels
• Ability and willingness to travel (50-70%).

Highly desirable but not essential -

• Experience of having worked in the top tier GSI of Indian heritage IT
• Enterprise software sales experience collaborating and selling with GSIs. Alliance Management with key ISVs ( Hyperscalers, ERP providers and Analytics Tools providers)