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Celonis, a global leader in Process Intelligence and Process Mining technology, is seeking a Head of Ecosystem to build and scale partnerships across the Japanese market. Reporting to the Japan Country Manager with a dotted line to Global Ecosystems HQ, you will lead the development and expansion of Celonis' partnership network, focusing on high-trust relationships with domestic System Integrators (NEC, Fujitsu, ABeam) and technology partners (Microsoft, Databricks, Oracle).
Key responsibilities include defining and executing a holistic Go-To-Market strategy tailored to the Japanese enterprise landscape, building alliance plans with core technology partners, and attracting senior relationships with sector and industry leaders. You will pitch the Celonis partnership value proposition to secure buy-in for joint business development, source joint projects, and ensure delivery success by managing Celonis-powered consulting engagements.
You will embed Celonis into partner methodologies, shape joint initiatives by aligning partner-led themes (legacy modernization, supply chain resilience, AI operations) with Celonis capabilities, and collaborate with regional and sales leadership to activate partners in priority accounts and drive C-level pitches. Additional responsibilities include partner enablement, stakeholder management across partners and customers, and governance including steering committees and pipeline reviews.
Required qualifications include 10+ years in alliances, partner management, or strategy consulting with enterprise software/SaaS exposure. You must have an established, robust network within the Japanese SI ecosystem and a proven track record of driving commercial outcomes with these partners. Deep understanding of Japanese System Integrators' business models, incentive structures, and sales cycles is essential. You should demonstrate proven ability to guide senior partner and C-level executives, with excellent communication and storytelling skills. Native-level Japanese and business-level English proficiency are required. An entrepreneurial, self-motivated mindset suited to fast-paced, high-growth environments is expected, with willingness to travel within Japan and occasionally globally (10-20%).
