Director, Partner Sales

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

📋 Description

• Drive the license pipeline and revenue through collaborative go-to-market strategies with SAP.

• Identify market opportunities and craft targeted strategies across key industry verticals.

• Develop and implement a territory strategy for the Northeast that aligns with Icertis sales targets and SAP market priorities.

• Identify high-value accounts, analyze whitespace opportunities, and coordinate outreach with SAP sellers and ecosystem partners.

• Lead and facilitate partner-led selling initiatives with SAP account teams.

• Carry a revenue quota linked to partnership opportunities and promote joint pipeline growth.

• Build and nurture executive relationships across SAP leadership, field sales teams, GSIs, and system integrators.

• Conduct regular joint business reviews to ensure alignment on strategy, pipeline, and execution.

• Own and expand the strategic SAP alliance, collaborating across SAP Ariba, Industry Solutions, and Market Units.

• Develop and deliver enablement programs for Icertis and SAP sales teams.

• Collaborate with Product Management and Marketing on messaging, positioning, and joint campaigns.

• Drive awareness and demand generation for SAP partnership initiatives.

⛳️ Requirements

• Bachelor's Degree.

• Proven experience in managing and selling through partners within the SAP ecosystem.

• Experience working with SAP field teams and Global System Integrators.

• Strong understanding of SAP’s product portfolio, customer landscape, and sales processes.

• A well-established network within the SAP seller community is highly desirable.

• Demonstrated success in business development, strategic alliances, or partner sales within enterprise software or SaaS companies.

• A track record of success in solution-based and value-driven enterprise selling.

• Experience in carrying or supporting a revenue quota.

• Ability to identify market opportunities and create scalable partner strategies.

• Skill in translating partner strategies into measurable pipeline and revenue outcomes.

• Exceptional communication, presentation, and relationship-building skills.

• Ability to influence stakeholders across complex, matrixed organizations.

• Willingness to travel up to approximately 40%.

• Individual contributor role without direct people management responsibilities.

🏝️ Benefits

• Supporting the physical, mental, and financial well-being of employees and their families.

• Accelerating the careers of Icertians.

• Making a positive social and environmental impact in our communities.

• Fostering and advancing a culture of diversity, equity, inclusion, and belonging (DEIB).

• Generous holidays, including a paid week off during the 4th of July.

• Complimentary professional and leadership coaching.

• Annual personal development allowance.

• Comprehensive medical, dental, vision, and mental health benefits.

• Employee Assistance Program (EAP).

• Equity (RSUs) and shared ownership in the company.

• Generous 401(k) matching.

• Flexible work environment.

• Paid maternity and paternity leave.

• Generous holiday and PTO program.

• CaaS (Coaching as a Service).

• Seven Days for Humanity – seven paid volunteer days each year.

• Global and regional DEIB steering committees and employee resource groups (ERGs).

• Global DEIB training programs and guest speakers throughout the year.

• Annual sales target incentive bonus.

• Base salary and equity component included in the compensation package.