Job DescriptionThis is a high-impact leadership role for a seasoned alliance professional with deep relationships across SAP's sales, partner, and executive organization. The ideal candidate is a proven
rainmaker who can transform SAP relationships into measurable business outcomes by creating and executing joint go-to-market (GTM) strategies, building executive alignment, generating qualified pipeline, and driving revenue growth.
The successful candidate will serve as the primary liaison between Bristlecone and SAP North America, influencing sales teams, account executives, solution advisors, industry leaders, and SAP executives to create new opportunities and strengthen our market position.
ResponsibilitiesAlliance Strategy & Business Growth- Own and lead the North America SAP Alliance strategy for Bristlecone.
- Develop and execute joint GTM plans with SAP to drive pipeline growth, bookings, and revenue.
- Identify, qualify, and accelerate SAP-sourced opportunities across strategic accounts.
- Build repeatable programs that increase Bristlecone's visibility, relevance, and influence within SAP.
- Drive co-sell, co-market, and co-innovation initiatives with SAP teams.
SAP Relationship Management- Establish and maintain strong relationships with:
- SAP Account Executives
- Regional Sales Leaders
- Industry Leaders
- Partner Business Managers (PBMs)
- Solution Advisors
- Customer Success Teams
- SAP Executive Leadership
- Become the trusted advisor and preferred partner advocate within the SAP ecosystem.
- Influence SAP field organizations to position Bristlecone in strategic pursuits.
Pipeline Development & Opportunity Management- Build a robust SAP-originated and SAP-influenced pipeline.
- Work closely with sales, delivery, and solution teams to convert opportunities into wins.
- Facilitate executive-level engagement between Bristlecone and SAP leadership.
- Track alliance performance metrics, pipeline contribution, bookings, and revenue impact.
Go-to-Market & Market Development- Design and execute industry-focused GTM programs across Manufacturing, Life Sciences, Consumer Products, Retail, Automotive, and High-Tech sectors.
- Collaborate with marketing teams on events, webinars, customer references, executive roundtables, and industry campaigns.
- Identify emerging SAP initiatives and align Bristlecone offerings accordingly.
- Promote Bristlecone capabilities across SAP Business Suite, BTP, AI, Supply Chain, ERP Transformation, and Digital Supply Chain solutions.
Internal Leadership- Act as the voice of SAP within Bristlecone and the voice of Bristlecone within SAP.
- Collaborate with executive leadership, sales teams, practice leaders, and delivery organizations.
- Provide strategic guidance on account planning and SAP ecosystem engagement.
- Mentor alliance and business development team members.
QualificationsRequired Qualifications- 10+ years of experience in Alliance Management, Partner Management, Sales Leadership, Business Development, or SAP Ecosystem roles.
- Strong existing network within SAP North America.
- Demonstrated relationships with SAP Account Executives, Sales Directors, PBMs, Industry Executives, and regional leadership teams.
- Proven track record of generating significant revenue through strategic partnerships.
- Experience developing and executing successful GTM and co-sell programs.
- Strong executive presence with the ability to influence senior stakeholders.
- Exceptional communication, negotiation, and relationship-building skills.
- Experience working within consulting, systems integrator, technology services, or SAP partner organizations.
Preferred Qualifications- Prior experience working at SAP or a leading SAP partner ecosystem organization.
- Experience selling or supporting:
- SAP S/4HANA private and public clout
- SAP Business AI Platform (BTP), SAP Integration Suite
- SAP Supply Chain Solutions, SAP Integrated Business Planning (IBP), TMS, EWM
- SAP Business Data Cloud (BDC)
- SAP Business Suite, SAP Business network, Ariba
- Deep understanding of enterprise digital transformation programs.
- Experience managing executive-level partner relationships.
