Lead Finance Business Partner - Marketing & Eco-Systems

The Team:

• You will be a key member of the Finance department, reporting directly to the VP, GTM Finance.
• You will act as a dedicated partner to executive leaders across our Go-To-Market (GTM) organizations, which include functions such as Services, Customer Success, Marketing, and Partner Eco-Systems.
• The position is based in Madrid, Spain, and operates on a hybrid work model.

The Role:

As the Finance Business Partner for Marketing & Partners, you will sit at the intersection of growth strategy and financial discipline. You will transcend traditional budget tracking to evaluate the true financial efficiency of our go-to-market (GTM) investments. Your mission is to maximize the ROI of our global marketing spend and architect the financial framework for our indirect revenue channels—including Global System Integrators (GSIs), Channel Partners, and Cloud Marketplaces (AWS, Azure, GCP).

The work you’ll do:

Marketing Finance & ROI Optimization 

• Program ROI Analysis: Evaluate the efficiency of global marketing spend across Performance Marketing, Brand, Corporate Events, and Account-Based Marketing (ABM). 
• Pipeline Modeling: Partner with Marketing Operations to build predictive models linking marketing spend to L2R (Lead to Revenue), Pipeline Generation, and Customer Acquisition Cost (CAC) Payback. 
• MDF Management: Oversee the allocation, compliance, and ROI of Market Development Funds (MDF) utilized in joint marketing ventures with partners. 

Partner Eco-System & Channel Strategy 

• Partner Economics: Design and model commercial frameworks for GSI, Reseller, and Referral programs (e.g., margins, discounts, referral fees, and co-sell incentives). 
• Cloud Marketplace Strategy: Analyze the financial impact, margin drag, and listing fee economics of scaling enterprise deals through Cloud Marketplaces (AWS, Azure, GCP). 
• Influence vs. Sourced Tracking: Partner with the Alliances team to establish clear attribution models, tracking "Partner-Sourced" vs. "Partner-Influenced" ARR and its impact on customer Lifetime Value (LTV). 

Planning, Forecasting & Governance 

• Budget & Forecasting: Own the annual budgeting and rolling forecasts for all global Marketing and Partner headcount, discretionary program spend, and agency fees. 
• Capacity Planning: Partner with Partner Sales leadership to build capacity and productivity models for Partner Development Managers (PDMs) and Channel Account Managers. 
• Quarterly Reviews: Lead Quarterly Reviews with GTM executives, providing data-backed recommendations on where to accelerate or decelerate investment. 

The qualifications you need:

• Experience: 8 years of experience in FP&A, strategic finance, or corporate finance, with at least 5 years specifically supporting Marketing or Channel/Partner organizations at a B2B SaaS company. ● Education: Bachelor’s degree in Finance, Accounting, Economics, or a quantitative field. 
• SaaS & GTM Acumen: Deep understanding of B2B SaaS metrics (LTV:CAC, CAC Payback, Magic Number) and complex multi-touch attribution/indirect sales funnels. 

CORE Team Development Plan | Strictly Confidential | Celonis GTM Finance Page 1

• Analytical Software: Advanced Excel/financial modeling skills. Experience with business intelligence and CRM tools (e.g., Salesforce) and FP&A software (e.g., Pigment, Workday). 

Soft Skills & Competencies 

"The Growth Catalyser" The ideal candidate is not a "gatekeeper" but a growth catalyst. You must possess the commercial acumen to sit with creative marketing leaders and highly transactional partner managers, using data to guide them toward the highest-yielding investments. 

• Commercial Acumen: Ability to understand complex contractual partner agreements and distill them into financial models. 
• Data Storytelling: Exceptional ability to synthesize vast amounts of top-of-funnel and channel data into clear, executive-level narratives. 
• Constructive Challenge: Comfortable challenging assumptions around lead quality, pipeline conversions, and partner productivity with objective data. 

What Success Looks Like in Year 1 

• First 90 Days: Build strong relationships with the Marketing and Partner leadership teams, audit the current marketing attribution/ROI models, and take over the monthly forecast process. 
• First 6 Months: Deliver a comprehensive ROI framework by marketing channel/region and establish a standardized financial dashboard for Cloud Marketplace margin analysis. 
• First Year: Co-author the GTM strategy for the upcoming fiscal year, optimizing the mix between direct marketing spend and partner incentives to lower the company's overall CAC.