Director, Strategic Alliances: SAP & Tech Ecosystem (AMER)

Onapsis•Boston, MA

About The Position

At Onapsis, we believe that the world’s most important applications deserve the world’s best security. We are looking for a Director of Strategic Alliances to lead our primary growth theater in the Americas. In this role, you will be the primary architect of our relationship with SAP, our most critical strategic partner. You will focus on high-impact execution within the current core market while building a "Better Together" ecosystem with disruptive technology leaders like CrowdStrike, Zscaler, and BlackLine. You aren't just managing partners; you are building a force multiplier for our sales organization.

Requirements

Experience: 10+ years in Alliances, Business Development, or Channel Management within a high-growth SaaS or Cybersecurity environment.
The "SAP Edge": Proven experience navigating the SAP ecosystem, specifically around S/4HANA migrations and SAP’s internal sales motions.
Network: An existing "rolodex" of contacts within the Cybersecurity (CrowdStrike, Zscaler) or Fintech (BlackLine) space.
Leadership: Experience managing cross-functional initiatives and influencing stakeholders without direct authority.
Vision: Ability to design a scalable partner model that can eventually be exported to emerging markets like LATAM.

Responsibilities

Orchestrate the SAP Power-Play: Own the regional SAP relationship. This means navigating the SAP Store, aligning with SAP’s "Rise" and "Grow" motions, and ensuring Onapsis is the "de facto" security choice for every S/4HANA migration.
Drive Co-Sell Revenue: You will be accountable for partner-sourced and partner-influenced pipeline. You will work hand-in-hand with our Account Executives to close multi-cloud, cross-platform deals within the enterprise space.
Scale Through Innovation: Identify and activate high-growth tech alliances (EDR, Zero Trust, Finance Automation) to create integrated solutions that solve complex customer challenges.
Strategic Expansion: While the immediate focus is on scaling current market leadership, you will be responsible for laying the groundwork and blueprinting the strategy for LATAM as a long-term growth objective.
Be the Chief Evangelist: Represent Onapsis at major industry events (SAPPHIRE, Dreamforce, Black Hat) to position our integrated value proposition to executives and practitioners.