10+ years in revenue-generating or alliance roles with VARs, resellers, or MSPs.
Established network of relationships at AE and executive levels within VAR and MSP sectors.
Strong understanding of VAR and MSP business models, including financial and delivery aspects.
Experience sourcing opportunities independently through VAR or MSP sellers.
Proven track record in managing complex opportunities with structured methodologies.
Basic knowledge of SAP ECC to S/4HANA migrations and SAP managed services.
Responsibilities
Identify and develop SAP opportunities within VAR and MSP customer bases.
Establish and maintain relationships with sellers and practice leaders for engagement on buying triggers.
Prioritize target VARs and MSPs with significant SAP opportunity potential.
Qualify opportunities against Apiphani's deal criteria to ensure a minimum win rate of 30%.
Advance qualified opportunities to readiness for handoff and prepare a win plan.
Transition fully qualified opportunities to Apiphani sellers while maintaining partner relationship ownership.
Lead onboarding of formally qualified partners, managing agreements and joint marketing initiatives.
Provide market intelligence on SAP migration and managed services needs to inform strategic decisions.
Benefits
100% medical/dental/vision coverage for employees, 50% for dependents.
100% life and disability coverage for employees.
3% 401K contribution with no employee contribution required.
Education and tuition reimbursement available.
Accident, critical illness, and hospital indemnity benefits offered.
Employee Assistance Program provided.
Legal assistance available.
Up to 6 weeks of Paid Time Off per year.
Up to 2 weeks of Sick Leave per year.
Up to 12 weeks of Parental Leave.
Full Job Description
Senior Alliance Director
Summary: Apiphani is seeking a Senior Alliance Director to identify and develop SAP ECC to S/4HANA migration opportunities, as well as SAP managed services, in regulated industries through the world's largest value-added resellers (VARs) and infrastructure managed service providers (MSPs). This role is focused on opportunity origination and establishing partnerships based on demonstrated deal flow.
Responsibilities:
Identify and develop SAP opportunities within the VARs and infrastructure MSPs' customer bases.
Establish and maintain relationships with sellers and practice leaders to ensure Apiphani's engagement upon buying triggers.
Prioritize target VARs and MSPs, focusing on those with significant SAP opportunity potential.
Thoroughly qualify opportunities against Apiphani's deal criteria, ensuring a minimum win rate of 30%.
Advance qualified opportunities to handoff readiness and prepare a win plan.
Transition fully qualified opportunities to an Apiphani seller, while maintaining partner relationship ownership.
Lead the onboarding of formally qualified partners, managing agreements and joint marketing initiatives.
Coordinate with the Alliance Program Manager on deal registration and partner record management.
Provide market intelligence on SAP migration and managed services needs, contributing to Apiphani's strategic decisions.
Required Skills:
Bachelor's degree.
10+ years of experience in revenue-producing or alliance roles with VARs, resellers, or MSPs.
Established network of AE and executive-level relationships within the VAR and MSP community.
Understanding of VAR and MSP business models, including financial and delivery aspects.
Experience in sourcing opportunities independently through VAR or MSP sellers.
Proven track record in originating and transitioning complex opportunities using structured methodologies.
Basic knowledge of SAP ECC to S/4HANA migrations and SAP managed services.
Ability to collaborate with cross-functional teams and travel as needed (up to 40%).
Compensation
This position is compensated on a 60/40 split between base salary and variable compensation. The variable component is weighted toward partner-sourced revenue closed by Apiphani sellers.
Base Salary
$165,000-$200,000 USD
Company 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
*Benefits listed in the job description apply to employees working in the United States. For international employees, Apiphani partners with an Employer of Record, Deel, and provides all statutory benefits required under local law; certain U.S.-specific programs (such as EAP, legal assistance, etc.) may not be available outside the United States. The specific benefits package will be outlined in the local employment agreement issued through Deel.
