Head of Ecosystem
HybridTokyo, Tokyo, Japan
Job Summary
Define and execute a holistic Go-To-Market plan prioritizing domestic Japanese System Integrators like NEC, Fujitsu, and ABeam while building alliances with core technology partners including Microsoft, Databricks, and Oracle. Attract senior relationships with sector leaders and responsible account partners to secure buy-in for joint business development, then source and manage Celonis-powered consulting engagements. Embed Celonis into partner methodologies to shape joint initiatives on legacy modernization, supply chain resilience, and AI operations. Collaborate with regional sales leadership to activate partners in priority accounts and drive C-level pitches, while navigating stakeholders across partners, customers, and Celonis HQ to ensure opportunity conversion. Manage regional governance through steering committees, pipeline reviews, and project forecasts.
Required Qualifications
- 10+ years of relevant work experience in alliances, partner management, or strategy consulting
- exposure to enterprise software/SaaS sales
- established, robust network within the domestic Japanese SI ecosystem
- proven track record of driving commercial outcomes with these partners
- Deep understanding of the inner workings of Japanese System Integrators: their business models, incentive structures, sales cycles, and how they drive enterprise transformation
- Proven ability to guide senior partner executives and C-level client executives
- Excellent communication, storytelling skills, and executive presence
- Native-level Japanese
- Business-level English proficiency
- Entrepreneurial, self-motivated, and comfortable in fast-paced, high-growth environments
- Willingness to travel as needed within Japan and occasionally globally (10-20%)
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