SAP Alliance Manager

Job Title: Channel Manager SAP Alliance

Location: Remote (Prefer East Coast / Midwest)

Level: Director/ Senior Director

Position Overview

We are seeking an experienced Channel Manager SAP Alliance to own and grow our strategic partnership with SAP. This role is responsible for strengthening our relationship with SAP leadership and field teams, maintaining SAP Partner status, and driving new customer acquisition through the SAP ecosystem.

The Channel Manager will act as the primary liaison with SAP, aligning go-to-market strategies, enabling joint sales motions, and identifying opportunities to expand our footprint with net new SAP customers. Success in this role requires strong relationship management, deep knowledge of the SAP partner ecosystem, and the ability to translate alliance strategy into measurable revenue growth.

Key Responsibilities

Strategic Partnership Management

• Own and manage the overall SAP partner relationship, including engagement with SAP regional leadership, partner managers, and sales teams.
• Develop and execute a joint business plan with SAP aligned to revenue growth, market expansion, and strategic initiatives.
• Ensure compliance with SAP partner requirements to maintain and strengthen Partner status.
• Represent the company in SAP partner programs, advisory councils, and strategic initiatives.

Revenue Growth & Pipeline Development

• Drive net new customer acquisition through SAP referrals, co-selling motions, and joint campaigns.
• Build and manage a joint sales pipeline with SAP field teams.
• Identify and develop opportunities with SAP account executives for new implementations, transformations, and services engagements.
• Collaborate with sales leadership to increase win rates for SAP-related deals.

Go-to-Market & Co-Selling

• Develop joint go-to-market strategies with SAP including campaigns, webinars, and events.
• Coordinate with marketing to promote SAP-focused offerings and thought leadership.
• Enable internal sales teams with SAP messaging, positioning, and partner resources.

Partner Enablement & Program Management

• Ensure internal teams meet SAP certification, competency, and program requirements.
• Track partner performance metrics including pipeline, bookings, certifications, and partner scorecards.
• Communicate SAP program updates, incentives, and strategic priorities to internal stakeholders.

Executive Relationship Building

• Build and maintain strong executive-level relationships within SAP.
• Facilitate executive briefings, joint account planning sessions, and quarterly business reviews.
• Serve as the internal champion for the SAP alliance, ensuring alignment across sales, delivery, and marketing.

Key Performance Indicators

• Maintenance and advancement of SAP Partner status
• Growth in SAP-influenced pipeline and revenue
• Win rate on net new SAP customers
• Number of joint opportunities and co-sell engagements with SAP
• Expansion of strategic SAP relationships and programs

Required Qualifications

• 10+ years of experience in channel partnerships, alliances, or business development
• Proven experience managing SAP partnerships or working within the SAP ecosystem
• Demonstrated success in co-selling with SAP or other enterprise software vendors
• Strong understanding of SAP solutions (e.g., S/4HANA, SAP Cloud, SAP Business Technology Platform)
• Experience driving partner-led revenue and pipeline growth
• Excellent relationship-building and executive communication skills

Preferred Qualifications

• Previous experience working at SAP, an SAP partner, or SAP consulting firm
• Familiarity with SAP Partner Edge program
• Experience managing joint go-to-market initiatives
• Background in enterprise consulting or SAP implementation services

Key Competencies

• Strategic partnership development
• Enterprise sales collaboration
• Executive relationship management
• Ecosystem and channel strategy
• Negotiation and influence
• Cross-functional leadership