Global Alliance Director

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

📋 Description

• Identify and prioritize global systems integrators and global managed service providers that service enterprise customers in regulated industries and possess inadequate SAP operational capabilities or capacity.

• Build and maintain relationships with executives responsible for managed operations, alliance executives, CFOs, and account executives associated with regulated accounts.

• Assess potential providers against Apiphani's partner fit criteria, which includes capability deficiencies, economic factors, executive sponsorship, and account-transition capabilities.

• Meet and surpass an assigned revenue quota through executed agreements.

• Lead negotiations for white-label, subcontract, and embedded service agreements, covering account commitments, pricing/margin structures, service levels, exclusivity scope, and intellectual property protection.

• Present Apiphani's managed intelligence capabilities to technical and delivery stakeholders, leveraging Solution Engineering and Product for technical validation.

• Transition executed agreements to partner management for onboarding and growth.

• Verify onboarding capacity with Delivery prior to execution.

• Monitor competitive movements, provider strategies, and demand trends in SAP managed operations and regulated industries, informing offerings, pricing, and roadmap strategies.

• Market intelligent managed services for complex SAP environments through the proprietary Luumen Agentic AI-driven platform and Level 4+ specialized application management for RISE with SAP.

⛳️ Requirements

• Bachelor's degree.

• Over 12 years of experience in roles with global systems integrators or global MSPs in a revenue-generating capacity, such as enterprise sales, channel sales, or alliance management, with a proven record of quota achievement.

• Established senior-level relationships with decision-makers at GSIs or global MSPs.

• Strong understanding of the managed services provider (MSP) industry, including MSP economics: P&L, delivery margin, utilization, and commercial structures for subcontracting.

• Proven experience in selling managed services or related technologies, or in forming commercial partnerships with a GSI or global MSP.

• Demonstrated ability to close complex, long-cycle agreements, including commercial negotiations with large enterprise organizations.

• Familiarity with SAP and an understanding of the business value of its core offerings, enabling credible engagement with a provider's delivery leadership.

• Willingness to travel as required (up to 40%).

• Desirable: Experience in selling technology or professional services to, or managing partnerships with, companies in regulated industries.

• Desirable: Experience in European and/or South American markets.

🏝️ Benefits

• Medical/dental/vision coverage - 100% paid for employees, 50% covered for dependents.

• Life and disability insurance - 100% covered for employees.

• 401K plan - 3% contribution, with no employee contribution required.

• Education and tuition reimbursement options.

• Accident, critical illness, and hospital indemnity benefits available through our providers.

• Employee Assistance Program.

• Legal assistance services.

• Paid Time Off - up to 6 weeks annually.

• Sick Leave - up to 2 weeks annually.

• Parental Leave - up to 12 weeks.

• For international employees, statutory benefits mandated by local law through an Employer of Record; specific benefits outlined in the local employment agreement.