Director, Global Alliances, SAP
Nutanix
Director, Global Alliances, SAP
Business Development Munich, Germany Berlin, Germany Frankfurt, Germany Hamburg, Germany Dusseldorf, Nordrein Westfalen Bonn, Germany Cologne, Germany Dresden, Germany Req.Num.: 32784
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Hungry, Humble, Honest, with Heart.
The Opportunity
Nutanix is seeking a highly strategic alliance leader and executive partner to lead, scale, and manage our overall global partnership with SAP. Reporting directly to the Senior Director of Alliances and Business Development, you will be the primary global business owner and overall executive manager responsible for translating strategic imperatives into high-impact product roadmap alignment, executive alignment, market adoption, and direct revenue.
This is an executive-level partnership management role owning the end-to-end global SAP alliance. Rather than managing static partner channels, you will serve as the chief relationship owner—navigating SAP’s executive hierarchy, driving C-suite, SVP, and VP-level alignment, establishing executive sponsorship, and shaping joint go-to-market (GTM) motions. We are specifically seeking candidates with deep domain strength on at least one side of this partnership—ideally both:
- Profile A (SAP Native): A leader with deep SAP ecosystem expertise and an established network of relationships across SAP executive, GTM, and product leadership.
- Profile B (Nutanix Insider): A leader with deep Nutanix product, organizational, and GTM knowledge who possesses established ties into the SAP ecosystem.
Based in Germany, this position carries worldwide responsibility for the SAP alliance while driving secondary strategic EMEA partnerships (such as NetApp) where geographic and portfolio synergies exist. This position will require travel to SAP Headquarters as well as related business travel needs.
About the Team
The Strategic Alliances organization at Nutanix is a high-impact team focused on building and scaling partnerships that help enterprises modernize infrastructure and simplify hybrid multi-cloud operations. Our team collaborates cross-functionally with Product Management, Systems Engineering, Sales and Marketing to deliver differentiated, outcome-based solutions to our customers. What sets us apart is our dedication to building strong, enduring partnerships that solve complex business challenges and drive measurable commercial impact.
Key Responsibilities
Build & Own the Global SAP Partnership (Primary Focus)
- Serve as the global business lead and overall manager for the SAP alliance, defining long-term strategic vision, executive governance, and global growth frameworks.
- Act as the primary executive interface between Nutanix and SAP, engaging directly with C-level executives, SVPs, corporate strategy heads, product VPs, and global alliance leadership.
- Secure executive sponsorship across SAP and Nutanix leadership to prioritize joint strategic initiatives and resource allocations.
- Formulate and facilitate Executive Steering Committees, Executive Business Reviews (EBRs), and operational check-ins with executive stakeholders to govern performance against shared KPIs and OKRs.
Drive Revenue, Co-Selling, and Go-To-Market Execution
- Translate alliance strategies into high-performing commercial motions, leveraging executive-level GTM sponsorship to unlock complex target accounts.
- Lead high-level deal escalation and sponsor strategic account reviews alongside regional EMEA sales leadership and executive sponsors, building scalable engagement models for AMER and APJ.
- Structure and negotiate high-impact alliance frameworks, joint GTM models, and commercial terms in close collaboration with executive stakeholders in Legal, Finance, and Business Development.
Advance Product & Solution Alignment
- Collaborate with Nutanix Product Management, Engineering, Solutions Architecture, and Marketing to drive technical alignment with SAP.
- Advance compatibility, supportability, and certification paths (including Nutanix AHV where applicable) to remove customer adoption barriers.
- Align Nutanix enterprise infrastructure solutions with SAP’s core application and platform roadmap.
Manage Secondary Strategic Partnerships (EMEA)
- Drive business development and partner growth for strategic partnerships in EMEA (including NetApp), leveraging complementary infrastructure solutions.
- Identify cross-partner synergies to unlock joint enterprise opportunities.
- Adapt and support additional regional alliance initiatives as business priorities evolve.
What You Will Bring
Primary Experience Profiles (Must fit at least one profile, ideally both)
- Profile A (SAP Native): A leader with deep SAP ecosystem expertise and an established, active network across SAP executive leadership (SVP/VP), C-suite influencers, GTM, and product leadership.
- Profile B (Nutanix Insider): A leader with deep Nutanix product and GTM knowledge who possesses established executive credibility and relationships within the SAP ecosystem.
Qualifications & Core Competencies
- 10+ years of progressive experience in strategic alliances, partner management, or enterprise tech leadership, with at least 5 years leading global, Tier-1 executive partnerships.
- Executive Partnership Leadership: Demonstrated track record of overall management and governance of strategic multi-million-dollar tech alliances.
- Executive Presence & Influence: Superior communication and negotiation skills with a proven ability to engage, advise, and influence C-suite, SVP, and VP stakeholders across complex, matrixed global organizations.
- Proven Business Builder: Track record of mobilizing executive sponsors, driving net-new pipeline, and structuring global partnership agreements.
- Entrepreneurial Execution: High urgency, comfort with ambiguity, and a hands-on approach to building programs from scratch.
- Cross-Functional Leadership: Authentic, collaborative leader who builds trust, drives cross-functional alignment across Sales, M