SAP Basis

Job Title: SAP Alliance Lead – SAP PartnerEdge (PE) Sell Program Function: Strategic Alliances / Partnerships Reports To: Head of Alliances & Partnerships / VP – Strategic Partnerships Direct Reports: None initially; may grow to include Alliance Manager(s)/Analyst as the practice scales Key Interfaces: SAP Partner Managers & Alliance Directors, CyberTech Sales, Pre-Sales, Delivery, Marketing, and Leadership Role Purpose The SAP Alliance Lead will own and grow CyberTech's relationship with SAP under the SAP PartnerEdge (PE) \"Sell\" partnership model. This role is responsible for driving co-sell revenue, managing partner compliance and certification requirements, building joint go-to-market motions, and acting as the primary liaison between CyberTech and SAP's partner ecosystem teams. The Alliance Lead will work cross-functionally with sales, pre-sales, delivery, and marketing to convert the SAP partnership into a predictable, scalable revenue engine for CyberTech. Key Responsibilities Program Ownership: Own end-to-end management of the SAP PartnerEdge \"Sell\" program, including registration, tiering, renewals, and compliance requirements. Business Planning: Build and execute a joint business plan with SAP covering pipeline targets, GTM activities, and enablement milestones. Pipeline Management: Identify, register, and manage co-sell opportunities in SAP's partner/opportunity systems; track deals through to closure in coordination with CyberTech sales teams. Relationship Management: Act as the primary point of contact for SAP Partner Managers, Alliance Directors, and relevant industry/solution teams; maintain a strong cadence of engagement. GTM & Marketing: Coordinate CyberTech's participation in SAP-led demand generation programs, events, and co-branded campaigns; manage MDF (Market Development Fund) applications and utilization. Enablement: Ensure CyberTech teams meet SAP's certification, training, and competency requirements to retain/upgrade PartnerEdge status. Reporting & Governance: Track and report on partnership KPIs, pipeline health, and revenue performance to CyberTech leadership on a monthly/quarterly basis. Commercial Management: Manage partner incentive, rebate, and funding claims in line with SAP program guidelines. Market Intelligence: Provide SAP ecosystem and market intelligence to inform CyberTech's solution roadmap and competitive positioning. Issue Resolution: Resolve partner-related escalations (commercial, delivery, or relationship) promptly and effectively. Required Qualifications & Experience 8–14 years of experience in IT/enterprise software sales, alliances, or partnership management, with at least 3–5 years managing SAP or a similar hyperscaler/ISV partnership (e.g., SAP, Microsoft, AWS, Google Cloud). Demonstrated experience working within or managing a SAP PartnerEdge (or comparable vendor partner) program, including opportunity registration, compliance, and incentive processes. Proven track record of building and closing co-sell/partner-sourced pipeline and revenue. Strong understanding of SAP's solution portfolio, ecosystem structure, and partner tiering (e.g., Open, Silver, Gold, PartnerEdge Sell/Build/Service models). Excellent stakeholder management, negotiation, and executive communication skills. Bachelor's degree in Business, Technology, or related field; MBA preferred. Preferred Attributes Existing relationships within SAP's partner ecosystem or channel organization. Experience with SAP partner tools/portals (e.g., SAP PartnerEdge Portal, SAP Store, Partner Finder). Familiarity with cybersecurity/IT services offerings and how they map to SAP solution areas. Experience managing MDF budgets and joint marketing campaigns. Strong analytical skills to track pipeline, forecast revenue, and report on partnership ROI. Success Measures (First 12 Months) SAP PartnerEdge status confirmed/upgraded and fully compliant with program requirements. Joint business plan with SAP established and signed off by both organizations. Co-sell pipeline built to achieve the planned annual revenue target within first two quarters.Core sales and pre-sales teams certified per SAP PE enablement requirements. At least one joint GTM campaign or event executed with measurable lead generation. #J-18808-Ljbffr