Strategic Solutions Executive, Oracle Alliance

About Celonis

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 dedicated to unlocking global productivity and sustainability by embedding intelligence into every business process through our advanced AI capabilities and Process Intelligence Graph. Our mission is to make processes work for people, companies, and the planet.

The Team: Strategic Solutions Directors (Celonis + Oracle)

We are building a small, founding team of Strategic Solutions Directors (Specialist Senior Sellers) to drive the Celonis + Oracle business. This team will possess a comprehensive skill set including native Celonis solution depth, Oracle Fusion implementation expertise, and Oracle Pre-Sales credibility. You will work alongside Celonis Account Executives, RVPs, Value Engineers, and the broader Applied Value Engineering team in North America, focusing on pursuits where Oracle is the primary engagement. Your accountability will be for net-new pipeline, new logos, and co-sourced revenue derived from this strategic partnership.

The Role: Strategic Solutions Director

This is a senior, solutions-led overlay role focused on generating pipeline, acquiring new logos, and driving revenue growth for Celonis through joint engagement with Oracle's sales teams and the wider Oracle ecosystem. As a strategic solutions leader, you will own the Celonis transformation narrative for Oracle accounts, supported by strong alliance and co-sell execution. You will be equally credible in executive transformation conversations, Oracle field co-sell calls, and GSI program reviews. You will act as the face of Celonis within Oracle’s regional sales motion, building trust and recognition with Oracle's GTM leadership and field teams. You will collaborate closely with Oracle Account Executives, sales leadership, Celonis sales teams, and strategic ecosystem partners (e.g., Deloitte, PwC, Accenture, 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 cross-functional, externally-facing role demands strong executive presence, deep solution credibility, enterprise sales acumen, and the ability to orchestrate complex, multi-party sales motions. You will engage as a peer with Oracle senior representatives, Solution Executives, and GSI partner leadership, carrying 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.

What You'll Do:

• Continuously evolve the Celonis solution narrative for Oracle accounts in your coverage area, developing transformation maps, value cases, executive POVs, and reusable solution accelerators that link Celonis Process Intelligence to Oracle Fusion Cloud, OCI, and Oracle Fusion AI use cases. Partner with the Oracle Alliance Strategy team to scale successful approaches.
• Lead executive-level solution discussions with customer leadership and Oracle counterparts, collaborating with Celonis Value Engineering and Solution Engineering for technical depth while owning the strategic transformation story.
• Drive high-value joint plays, including Oracle EBS-to-Fusion modernization (risk reduction, benchmarking, value capture), Process Intelligence on OCI deployments, and Oracle Fusion AI/AI agent enablement, demonstrating how Process Intelligence accelerates time-to-value for Fusion investments.
• Generate net-new pipeline and revenue for Celonis through Oracle partnership-led sales motions within your territory.
• Build and maintain relationships with Oracle field counterparts (Account Executives, Solution Engineers, Customer Success Managers, Industry Strategists), serving as the primary day-to-day contact.
• Partner with Celonis Account Executives and RVPs to co-develop joint account plans and coordinated pursuit strategies in target accounts.
• Engage Oracle's Implementation Success and Customer Success teams during Fusion migrations to embed Celonis Process Intelligence at the program level.
• Activate GSIs (Deloitte, PwC, Accenture, KPMG, Infosys, Oracle Consulting) delivering Oracle Fusion programs 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 to build visibility and forge strategic relationships.
• Navigate complex enterprise sales cycles alongside Celonis Account Executives and RVPs, acting as the connective tissue between Oracle sales, Celonis sales, partners, and customers.
• Enable Celonis Account Executives and Value Engineers on the Oracle Alliance play and collaborate with Enablement, Product Marketing, and Sales Programs to scale joint training and field engagement models.

Qualifications

Required:

• 8+ years in enterprise software sales, alliance/co-sell, value engineering, GTM strategy, or enterprise consulting/implementation, with strong sales acumen and experience in complex deal cycles.
• Direct experience within or with the Oracle ecosystem (e.g., Oracle Fusion Cloud, Oracle EBS, OCI, Oracle Consulting, NetSuite, GSI Oracle practice).
• Deep solution credibility: proven ability to own transformation narratives with customer executives and translate product capabilities into measurable business outcomes.
• Strong understanding of ERP modernization, enterprise applications, and digital transformation, including the impact of process intelligence, AI, and automation.
• Demonstrated experience in formal co-sell or partner-led GTM motions with measurable joint pipeline or co-sourced revenue results.
• 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 and managing multiple simultaneous sales motions.
• Strong sales instincts and pursuit discipline.

Preferred:

• Celonis-native Applied Value Engineers with deep Process Intelligence expertise and CIO/transformation thought leadership.
• Oracle Fusion implementation/program leaders from a GSI Oracle practice, Oracle Consulting, or similar.
• 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.
• Understanding of process intelligence, process mining, or enterprise operational analytics, including hands-on experience with the Celonis platform.
• Knowledge of ERP migration programs and enterprise transformation delivery methodologies.

Note: Visa sponsorship is not offered for this role.

What Celonis Offers:

• Pioneer Innovation: Work with the leader in Process Mining and the Process Intelligence Graph to shape AI-driven business operations.
• Ownership: Receive Restricted Stock Units (RSUs) and merit-based grants as a full-time employee.
• Unrivaled Family Support: 24 weeks of fully paid parental leave for primary carers and 12 weeks for supporting carers from day one.
• Work-Life Integration: Unlimited PTO (in applicable regions) and generous global PTO, with a flexible hybrid work model.
• Continuous Growth: Access to mentorship, a dedicated learning platform, and development opportunities through a 70-20-10 learning framework.
• Holistic Well-being: Subsidized Wellhub memberships, mental health counseling, and dedicated "Wellness Weeks."
• Drive Sustainability: Participate in annual Impact Days with paid time off to volunteer for community and environmental causes.
• Global Inclusion & Belonging: Engage through our Inclusion Think Tank and annual Inclusion Days.
• Value-Driven Impact: Join a mission-led organization guided by core values focused on customer value, teamwork, ownership, and sustainability.