Senior Alliance Director (VARs & Infrastructure MSPs)

The role

You will build Apiphani's channel through VARs and infrastructure MSPs. You will help partner account teams recognize SAP opportunities and position Apiphani as a partner to expand their revenue.

What you will do

• Identify and prioritize VARs and infrastructure MSPs with greatest SAP opportunity.
• Build relationships with account executives, sales leaders, and executives at partner firms.
• Equip partner sellers to recognize SAP buying signals.
• Make the business case to partners to grow their account revenue and commission.
• Qualify partner-surfaced opportunities and develop win plans with Solution Engineering.
• Hand qualified opportunities to an Apiphani seller for close.
• Formalize partnerships with firms that deliver consistent deal flow.
• Bring market insight back to the business on competitors, partner strategy, and SAP demand trends.

Required qualifications

• 10+ years in channel sales, partner development, alliance management, or enterprise sales working with or for VARs, resellers, or infrastructure MSPs.
• A documented record of meeting or exceeding partner-sourced revenue or quota targets.
• Active relationships with account teams and sales leaders at major VARs or infrastructure MSPs serving enterprise customers.
• A track record of enabling partner sellers to surface and win opportunities beyond their core portfolio.
• Experience structuring partner resale, referral, and margin arrangements.
• A strong grasp of VAR and MSP economics, including reseller margin, services attach, delivery margin, and subcontract structures.
• Experience originating and qualifying complex, long-cycle services opportunities using a structured qualification methodology.
• Enough SAP knowledge to recognize opportunities and coach partner sellers on how to identify them.
• Bachelor’s degree.
• Ability to travel up to 40%.

Nice to have

• Experience selling to enterprise customers in commercial-regulated industries
• Experience selling SAP services, managed services, or IT infrastructure services
• Familiarity with deal registration, co-sell, and cloud marketplace programs.

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.