Global Alliance Director

apiphani

. Identify and prioritize global systems integrators and global managed service providers whose enterprise customer base includes regulated industries and whose SAP operations capability or capacity is insufficient.

Posted 10/30/2026full-timeRemote • United StatesLead💰 $175,000 - $225,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in managing relationships with global systems integrators and managed service providers, with a strong focus on revenue generation and complex negotiations. Proficient in understanding MSP economics and delivering managed services within regulated industries.

Highest-signal resume keywords

12+ Years Experience In Revenue-Producing FunctionsEstablished Senior Relationships With Decision MakersDemonstrated Experience Selling Managed ServicesFamiliarity With SAP OfferingsExperience Closing Complex Agreements

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Quota AttainmentCommercial NegotiationManaged Services SalesAccount ManagementP&L UnderstandingDelivery Margin AnalysisUtilization MetricsSubcontract Commercial StructuresLong-Cycle Agreement ClosingTechnical Validation

Soft Skills

Relationship BuildingStrategic ThinkingNegotiation SkillsCommunication SkillsProblem Solving

Tools & Technologies

Luumen Agentic AI-Driven PlatformSAP

Certifications & Qualifications

Bachelor's Degree

Industry Keywords

Global Systems IntegratorsManaged Service ProvidersRegulated IndustriesEnterprise SalesChannel SalesAlliance ManagementCommercial ArrangementsMarket ExperienceDelivery LeadershipCompetitive Activity Monitoring

About the role

Key responsibilities & impact

Identify and prioritize global systems integrators and global managed service providers whose enterprise customer base includes regulated industries and whose SAP operations capability or capacity is insufficient.
Establish and maintain relationships with executives who own managed operations, alliance executives, CFOs, and account executives for regulated accounts.
Evaluate prospective providers against Apiphani's partner fit standard, including capability gaps, economics, executive sponsorship, and account-transition ability.
Achieve and exceed an assigned revenue quota through executed agreements.
Lead negotiation of white-label, subcontract, and embedded service agreements, including account commitments, pricing/margin structure, service levels, exclusivity scope, and intellectual property protection.
Position Apiphani's managed intelligence capability to technical and delivery stakeholders, using Solution Engineering and Product for technical validation.
Transition executed agreements to partner management for onboarding and expansion.
Confirm onboarding capacity with Delivery before execution.
Monitor competitive activity, provider strategy, and demand trends in SAP managed operations and regulated industries, informing offerings, pricing, and roadmap decisions.
Sell intelligent managed services for complex SAP estates delivered through the proprietary Luumen Agentic AI-driven platform and Level 4+ specialized application management for RISE with SAP.

Requirements

What you’ll need

Bachelor's degree.
12+ years’ experience working with (or for) global systems integrators or global MSPs in a revenue-producing function, such as enterprise sales, channel sales, or alliance management, with a documented record of quota attainment.
Established senior relationships with decision makers at GSIs or global MSPs.
Clear understanding of the managed services provider (MSP) industry, including MSP economics: P&L, delivery margin, utilization, and subcontract commercial structures.
Demonstrated experience selling managed services or adjacent technology, or establishing a commercial arrangement with a GSI or global MSP.
Demonstrated experience closing complex, long-cycle agreements, including commercial negotiation with large enterprise organizations.
Familiarity with SAP and the general business value of its core offerings, sufficient to engage credibly with a provider's delivery leadership.
Ability to travel as needed (up to 40%).
Desirable: Experience selling technology or professional services to, or managing partnerships with, companies within regulated industries.
Desirable: European and/or South American market experience.

Benefits

Comp & perks

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
For international employees, statutory benefits required under local law through an Employer of Record; specific benefits package outlined in the local employment agreement