Global Alliance Director

The role

You will build a business by identifying GSIs and global MSPs to deliver SAP managed operations. You will develop executive relationships and lead the negotiation of white-label, subcontract, and embedded service agreements.

What you will do

• Identify and prioritize GSIs and global MSPs with SAP estates in commercial-regulated industries.
• Build and maintain relationships with provider executives and account leaders.
• Qualify prospective providers against partner fit standards.
• Position Apiphani’s managed intelligence capability to technical and delivery leadership.
• Lead the negotiation of white-label, subcontract, and embedded service agreements.
• Confirm delivery capacity for committed account volumes before agreements are executed.
• Transition executed agreements to partner management.
• Achieve and exceed an assigned revenue quota.
• Bring market insight back to the business on competitive activity and demand trends.

Required qualifications

• 12+ years in a revenue-producing role (enterprise sales, channel sales, or alliance management) working with or for GSIs or global MSPs.
• Documented record of meeting or exceeding quota.
• Established senior relationships with decisionmakers at GSIs or global MSPs.
• Strong understanding of MSP economics, including P&L, delivery margin, utilization, and subcontract commercial structures.
• Experience selling managed services or adjacent technology or establishing commercial agreements with a GSI or global MSP.
• Track record of closing complex, long-cycle agreements, including commercial negotiation with large enterprises.
• Familiarity with SAP and its core offerings.
• Bachelor’s degree.
• Ability to travel up to 40%.

Nice to have

• Experience selling to, or managing partnerships with, companies in regulated industries such as aerospace and defense, energy, or ITAR manufacturing.

Benefits

• Medical/dental/vision - 100% paid for employees, 50% paid for dependents
• Life and disability - 100% paid for employees
• 401K - 3% contribution, no employee contribution necessary
• Education and tuition reimbursement
• Accident, critical illness, hospital indemnity benefits offered through our providers
• Employee Assistance Program
• Legal assistance
• Paid Time Off - up to 6 weeks per year
• Sick Leave - up to 2 weeks per year
• Parental Leave - up to 12 weeks

About the company

Apiphani is a managed intelligence provider for complex SAP estates. The company manages SAP environments for enterprises in all industries, with a specialty in compliance-heavy regulated industries.