Lead - Cloud & AI Partnerships Business Development
About this role
Organizations struggle with operational blind spots that prevent artificial intelligence agents from understanding how enterprise processes actually function, creating a demand for a contextual intelligence layer. Celonis addresses this challenge through the Celonis Context Model, combining process data and business knowledge into a digital twin that powers enterprise automation. Managing strategic data partnerships requires someone who can position the platform as an essential context layer for enterprise artificial intelligence. Strategic thinkers with enterprise software and solution consulting backgrounds will thrive by coordinating between external vendors and internal engineering groups.
What you will do
- Own the end-to-end partnership lifecycle for strategic data partners and position the platform as a core context layer for enterprise artificial intelligence.
- Identify high-impact artificial intelligence use cases, design joint agentic solutions, and manage OEM accounts to drive intelligent automation.
- Serve as the connective tissue between external partners and internal applied artificial intelligence, engineering, and product teams.
- Architect the ecosystem by demonstrating how process intelligence provides context for partner applications and large language models.
- Support leadership in driving complex, multi-stakeholder sales cycles with tier-one software vendors.
- Lead artificial intelligence value workshops and develop business cases focused on the return on investment of enriched process automation.
- Manage the health of signed OEM accounts while capturing partner feedback to inform the product roadmap.
What you need
- Bring 6 to 10+ years of experience in enterprise software, business development, or artificial intelligence and machine learning solution consulting.
- Demonstrate a proven ability to build business cases for artificial intelligence-driven transformation and negotiate complex commercial frameworks.
- Possess strong technical acumen in the artificial intelligence and data stack, including large language models and vector databases.
- Translate complex process data into a compelling value proposition for executive-level stakeholders.
- Show a track record of navigating first-of-their-kind sales cycles in the artificial intelligence or data infrastructure space.
- Hold a bachelor's degree in business, engineering, computer science, or a related field with business development experience in greenfield partner ecosystems.
Benefits
- Health, dental, life, and 401k coverage
- Paid time off including unlimited PTO in applicable regions
- Restricted Stock Units and merit-based refresh grants
- Parental leave providing 24 weeks for primary carers and 12 weeks for supporting carers
- Subsidized Wellhub memberships and mental health counseling
- Annual Impact Days for volunteering
Skills and tech stack
Questions candidates ask
What is the remote work policy for this role?
The position utilizes a flexible hybrid work model that balances remote focus with vibrant office collaboration.
What is the salary range for this position?
The base salary range for the role in California is $150,000 to $175,000 USD, with the total compensation package including base salary, bonus or commission, equity, and benefits.
Is visa sponsorship available?
Visa sponsorship is not offered for this role.
What tools and technologies are involved in the work?
The work involves large language models, vector databases, the Process Intelligence Graph, and the Celonis Context Model.