Original listing text, shown exactly as published by the company.
The Role
This is a senior, solutions-led overlay role focused on driving pipeline creation, new-logo acquisition, and revenue growth for Celonis through joint engagement with Oracle's sales teams and the broader Oracle ecosystem. You're a strategic solutions leader who owns the Celonis transformation narrative for Oracle accounts (backed by strong alliance and co-sell execution muscle) and you're equally credible in a customer executive transformation conversation, an Oracle field co-sell call, and a GSI program review. You'll operate as the face of Celonis inside Oracle's regional sales motion; known to Oracle's GTM leadership, named in their account plans, and trusted by their field as a peer. You'll work closely with Oracle Account Executives, Oracle sales leadership, Celonis sales teams, and strategic ecosystem partners, including Deloitte, PwC, Accenture, and KPMG, to identify, influence, and close transformational opportunities where Celonis Process Intelligence accelerates customer adoption of Oracle Fusion Cloud Applications and Oracle Fusion AI.
This is a cross-functional, externally-facing role that requires strong executive presence, deep solution credibility, enterprise sales acumen, and the ability to orchestrate complex, multi-party sales motions across customers, partners, and field organizations. You'll engage as a peer with Oracle senior reps, Oracle Solution Executives, and GSI partner leadership, not as a Celonis pre-sales resource, and carry the Celonis voice into Oracle's most strategic accounts and programs. The role reports to the VP, Sales (NAM Oracle GTM Leader) with a dotted-line to the Global Oracle Alliance Strategy Leader in our GTM COO organization, operating across both lines to drive sales execution and alliance strategy together.
The work you'll do
- Own and continuously evolve the Celonis solution narrative for Oracle accounts in your coverage area: the transformation maps, value cases, executive POVs, and reusable solution accelerators that connect Celonis Process Intelligence to Oracle Fusion Cloud, OCI, and Oracle Fusion AI use cases, partnering with the Oracle Alliance Strategy team to scale what works across the broader Oracle Alliance.
- Lead the executive-level solution conversation with customer leadership and Oracle counterparts, partnering closely with Celonis Value Engineering and Solution Engineering who carry the technical depth, while you own the strategic transformation story.
- Drive the highest-value joint plays in your accounts: Oracle EBS-to-Fusion modernization (risk reduction, benchmarking, value capture), Process Intelligence on OCI deployments, and Oracle Fusion AI and AI agent enablement across Oracle landscapes, helping customers see how PI accelerates time-to-value on their Fusion investments.
- Generate net-new pipeline and revenue for Celonis through Oracle partnership-led sales motions in your coverage area.
- Build and maintain working relationships with Oracle field counterparts in your territory, including Account Executives, Solution Engineers, Customer Success Managers, and Industry Strategists, serving as Celonis' day-to-day point of contact with Oracle's regional sales motion.
- Partner with Celonis Account Executives and RVPs to co-build joint account plans and drive coordinated pursuit strategies in target accounts where Oracle is part of the play.
- Engage Oracle's Implementation Success and Customer Success teams during active Fusion migrations to embed Celonis Process Intelligence at the program level, the highest-leverage attach moment in a Fusion go-live.
- Activate the GSIs delivering Oracle Fusion programs in your coverage area (Deloitte, PwC, Accenture, KPMG, Infosys, and Oracle Consulting) and influence ecosystem partners to position Celonis within Oracle modernization, Fusion AI, and AI agent programs.
- Represent Celonis at Oracle CloudWorld and regional Oracle field events, building visibility with Oracle field and partner counterparts where strategic relationships are forged.
- Navigate complex enterprise sales cycles alongside Celonis Account Executives and RVPs, serving as the connective tissue across Oracle sales, Celonis sales, partners, and customers.
- Enable Celonis Account Executives and Value Engineers in your coverage area on the Oracle Alliance play, and partner with Celonis Enablement, Product Marketing, and Sales Programs to scale joint training, certification, and field engagement models across Celonis and Oracle teams.
The qualifications you need
Required
- 8+ years in enterprise software sales, alliance and co-sell, value engineering, solution-led GTM, or enterprise consulting and implementation roles, with strong sales acumen and the ability to navigate complex deal cycles.
- Direct experience in or with the Oracle ecosystem: Oracle Fusion Cloud, Oracle EBS, OCI, Oracle Consulting, NetSuite, or a GSI Oracle practice.
- Deep solution credibility: proven ability to own the transformation narrative end-to-end with customer executives, translating product capabilities into measurable business outcomes.
- Strong working understanding of ERP modernization, enterprise applications, and digital transformation initiatives, including how process intelligence, AI, and automation reshape the operating model.
- Demonstrated experience operating in formal co-sell or partner-led GTM motions, with measurable joint pipeline or co-sourced revenue outcomes.
- Demonstrated ability to drive complex enterprise sales cycles and influence executive stakeholders.
- Executive presence and the ability to influence without direct authority, credible with Oracle counterparts, GSI partners, and customer VP/C-suite stakeholders.
- Experience operating in highly matrixed environments, comfortable working across multiple internal and external sales motions simultaneously.
- Sales instincts and pursuit discipline; equally credible in a deal-level co-sell call and a customer executive transformation conversation.
Preferred
- Strong-fit candidates often come from one of three backgrounds, and we welcome all three: (1) Celonis-native Applied Value Engineers with deep Process Intelligence expertise and CIO/transformation thought leadership; (2) Oracle Fusion implementation and program leaders from a GSI Oracle practice, Oracle Consulting, or similar; (3) Oracle Fusion Pre-Sales or Solution Engineers with hands-on Fusion experience and Oracle AI strategy fluency.
- Familiarity with Oracle Fusion AI, OCI Generative AI, and AI-enabled enterprise applications.
- Existing relationships within Oracle field organizations and/or major consulting partners (Deloitte, PwC, Accenture, KPMG, Oracle Consulting).
- Understanding of process intelligence, process mining, or enterprise operational analytics, including first-hand experience with the Celonis platform.
- Knowledge of ERP migration programs and enterprise transformation delivery methodologies.
Visa sponsorship is not offered for this role.
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.
