Senior Alliance Director – VARs, Infrastructure MSPs

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

📋 Description

• Identify and prioritize Value-Added Resellers (VARs) and infrastructure Managed Service Providers (MSPs) whose enterprise customers present significant SAP opportunities.

• Establish strong relationships with account executives, sales leaders, and executives within partner organizations.

• Equip partner sales personnel to identify SAP purchasing signals effectively.

• Make a compelling business case to partners for increasing account revenue and commissions with Apiphani.

• Qualify opportunities brought forth by partners and work with the Solution Engineering team to create win plans.

• Transition qualified opportunities to an Apiphani seller for closure while maintaining ownership of the partner relationship.

• Drive deals to completion when necessary.

• Formalize partnerships through agreements, executive sponsorships, business reviews, seller enablement, and joint marketing initiatives.

• Provide market insights regarding competitors, partner strategies, and SAP demand trends.

• Introduce partners to SAP ECC to S/4HANA migrations, SAP cloud migrations, intelligent managed services, and subcontracted SAP application management offerings.

⛳️ Requirements

• Over 10 years of experience in channel sales, partner development, alliance management, or enterprise sales, particularly with or for VARs, resellers, or infrastructure MSPs.

• A proven history of meeting or surpassing partner-sourced revenue or quota objectives.

• Active relationships with account teams and sales leaders at major VARs or infrastructure MSPs catering to enterprise clients.

• A successful track record in enabling partner sales teams to uncover and secure opportunities beyond their core offerings.

• Experience in structuring partner resale, referral, and margin agreements.

• Strong understanding of VAR and MSP economics, including reseller margins, service attachments, delivery margins, and subcontracting structures.

• Proven experience in originating and qualifying complex, long-cycle services opportunities using a structured qualification approach.

• Sufficient knowledge of SAP to recognize opportunities and guide partner sellers in identifying them.

• Bachelor’s degree required.

• Willingness to travel up to 40% of the time.

🏝️ Benefits

• Comprehensive medical, dental, and vision coverage - fully paid for employees, with 50% covered for dependents.

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

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

• Education and tuition reimbursement opportunities.

• Accident, critical illness, and hospital indemnity benefits provided through our partners.

• Employee Assistance Program (EAP).

• Legal assistance services available.

• Paid Time Off (PTO) - up to 6 weeks annually.

• Sick Leave - up to 2 weeks per year.

• Parental Leave - up to 12 weeks.

• Variable compensation linked to partner-sourced revenue.