Senior Alliance Director
apiphani · Boston · $165,000–$200,000 (stated in the posting)
Apiphani is a technology-enabled managed services company dedicated to redefining what it means to support mission-critical enterprise workloads. We’re a small but rapidly growing company, which means there’s lots of room for growth and learning opportunities abound!
Apiphani is dedicated to creating a diverse and inclusive work environment for all as a fundamental component of our business. Diversity and inclusion are the bedrock of creativity and innovation. Without diversity of experience and thought, we would fail to progress as a company and as a team. Apiphani strives to foster an environment of belonging, where every employee feels respected, valued, and empowered. We embrace the unique experiences, perspective, and cultural background, which only you can bring to the table.
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.
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.