Strategic Solutions Executive – Oracle Alliance

This is a fully remote position, open to applicants in Florida.

📋 Description

• Take ownership of and continuously refine the Celonis solution narrative targeting Oracle accounts within your area of responsibility: this includes transformation maps, value propositions, executive perspectives, and reusable solution accelerators that link Celonis Process Intelligence with Oracle Fusion Cloud, OCI, and Oracle Fusion AI use cases. Collaborate with the Oracle Alliance Strategy team to replicate successful strategies across the wider Oracle Alliance.

• Facilitate high-level solution discussions with customer leadership and Oracle representatives, working closely with Celonis Value Engineering and Solution Engineering teams who provide the technical expertise while you manage the strategic transformation narrative.

• Propel the most valuable joint initiatives in your accounts, such as Oracle EBS-to-Fusion modernization (focusing on risk mitigation, benchmarking, and value realization), Process Intelligence deployments on OCI, and Oracle Fusion AI and AI agent enablement across Oracle ecosystems, helping customers understand how Process Intelligence accelerates value realization from their Fusion investments.

• Generate new pipeline and revenue for Celonis through sales initiatives driven by the Oracle partnership in your designated area.

• Establish and nurture professional relationships with Oracle field representatives in your territory, including Account Executives, Solution Engineers, Customer Success Managers, and Industry Strategists, acting as Celonis' primary contact for Oracle's regional sales efforts.

• Collaborate with Celonis Account Executives and RVPs to jointly develop account strategies and implement coordinated pursuit tactics in target accounts where Oracle is involved.

• Engage with Oracle's Implementation Success and Customer Success teams during active Fusion migrations to integrate Celonis Process Intelligence at the program level, which is a crucial moment for leveraging opportunities during a Fusion go-live.

• Activate Global System Integrators (GSIs) delivering Oracle Fusion programs in your coverage area (including Deloitte, PwC, Accenture, KPMG, Infosys, and Oracle Consulting) and influence ecosystem partners to position Celonis within Oracle modernization, Fusion AI, and AI agent initiatives.

• Represent Celonis at events such as Oracle CloudWorld and regional Oracle field gatherings, establishing visibility with Oracle field and partner representatives where strategic relationships can be developed.

• Navigate complex enterprise sales processes alongside Celonis Account Executives and RVPs, serving as the crucial link among Oracle sales, Celonis sales, partners, and customers.

• Equip Celonis Account Executives and Value Engineers in your area on the Oracle Alliance strategy, and collaborate with Celonis Enablement, Product Marketing, and Sales Programs to scale joint training, certification, and field engagement initiatives across both Celonis and Oracle teams.

⛳️ Requirements

• Over 8 years of experience in enterprise software sales, alliance and co-selling, value engineering, solution-led go-to-market strategies, or enterprise consulting and implementation roles, demonstrating strong sales aptitude and the ability to navigate complex deal cycles.

• Direct experience within the Oracle ecosystem: Oracle Fusion Cloud, Oracle EBS, OCI, Oracle Consulting, NetSuite, or a GSI Oracle practice.

• Extensive solution credibility: a proven track record of managing the transformation narrative from start to finish with customer executives, transforming product capabilities into quantifiable business results.

• Solid understanding of ERP modernization, enterprise applications, and digital transformation efforts, including insights into how process intelligence, AI, and automation are reshaping operational models.

• Proven experience in executing formal co-sell or partner-led go-to-market strategies, achieving measurable joint pipeline or co-sourced revenue results.

• Demonstrated capability to drive intricate enterprise sales cycles and influence executive stakeholders.

• Strong executive presence with the ability to persuade without direct authority, establishing credibility with Oracle counterparts, GSI partners, and customer VP/C-suite stakeholders.

• Experience functioning in highly matrixed environments, comfortable navigating multiple internal and external sales motions simultaneously.

• Strong sales instincts and a disciplined approach to pursuit; equally credible in both deal-level co-sell discussions and customer executive transformation dialogues.

🏝️ Benefits

• Pioneer Innovation: Collaborate with the global leader in Process Mining and the Process Intelligence Graph to influence the future of AI-driven business operations.

• Ownership from Day 1: All full-time "Celonauts" are owners, receiving Restricted Stock Units (RSUs) and merit-based refresh grants.

• Unmatched Family Support: Take advantage of our inclusive parental leave policy—24 weeks of fully paid leave for primary caregivers and 12 weeks for secondary caregivers, available from your first day of employment.

• Work-Life Integration: Benefit from Unlimited PTO (in applicable regions) and generous global PTO policies, alongside a flexible hybrid work model that balances remote work with vibrant in-office collaboration.

• Continuous Growth: Enhance your skills through our 70-20-10 learning framework, mentorship opportunities, 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 focus on work/life balance.

• Drive Sustainability: Join our annual Impact Days, where you receive paid time off to volunteer for community and environmental initiatives 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-oriented organization where our core values—Live for Customer Value, The Best Team Wins, We Own It, and Earth Is Our Future—guide every decision.