Global Alliance Director
A
ApiphaniSAP managed services
Full-time, remote within the United States.Full-TimeDirector
Salary60% base salary with up to 40% variable compensation based on quota achievement. Base salary range: $175,000 – $225,000 commensurate with experience.
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Job Details
- Experience
- 12+ years’ experience working with (or for) global systems integrators or global MSPs in a revenue-producing function
- Required Skills
- SAP
Requirements
- Bachelor’s degree.
- 12+ years of experience working with or for global systems integrators or global MSPs in a revenue-producing function.
- Documented record of quota attainment.
- Established senior relationships with decision makers at GSIs or global MSPs.
- Understanding of the MSP industry and economics, including P&L, delivery margin, utilization, and subcontract commercial structures.
- Experience selling managed services or adjacent technology, or establishing commercial arrangements with a GSI or global MSP.
- Experience closing complex, long-cycle agreements and negotiating with large enterprises.
- Familiarity with SAP and the business value of its core offerings.
- Ability to travel as needed, up to 40%.
- Experience selling to or managing partnerships with companies in regulated industries is desirable.
- European and/or South American market experience is desirable.
Responsibilities
- Identify and prioritize GSIs and global MSPs with regulated-industry customers and gaps in SAP operations capability or capacity.
- Establish and maintain relationships with provider executives, alliance executives, CFOs, and AEs for regulated accounts.
- Evaluate prospective providers for capability gaps, economics, executive sponsorship, and ability to transition accounts to a subcontractor.
- Achieve and exceed the assigned revenue quota through executed agreements.
- Lead negotiation of white-label, subcontract, and embedded service agreements, including account commitments, pricing, service levels, and exclusivity.
- Position Apiphani’s managed intelligence capability with provider technical and delivery stakeholders.
- Transition executed agreements to partner management for onboarding and expansion.
- Confirm onboarding capacity with Delivery before committing account volumes.
- Monitor competition, provider strategy, and demand trends in SAP managed operations and regulated industries.
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