Global Alliance Director

apiphani

1d•$175,000 - $225,000•Remote

About The Position

Apiphani is seeking a senior, revenue-accountable leader to sell its managed intelligence capability to global systems integrators (GSIs) and global managed service providers (MSPs) serving customers with large SAP estates. Target providers may need additional managed services capacity, lower costs and improved margins, faster deployment of AI-driven managed operations, or the experience and compliance capabilities required to serve regulated U.S. industries. The provider is the customer in this model: Apiphani manages a portfolio of the provider’s SAP customers under the provider’s brand. Agreements may cover a dozen or more enterprise accounts and generate multi-year recurring revenue. The director identifies and qualifies prospective providers, builds executive relationships, positions Apiphani’s managed operations offering, structures commercial arrangements, and closes agreements. The role carries a revenue quota and is an individual contributor reporting to the Vice President, Alliance Partnerships. It works closely with Sales, Solution Engineering, Delivery, and Contracts. The offering includes intelligent managed services for complex SAP estates using Apiphani’s proprietary agentic-AI-driven Luumen platform, particularly for compliance-heavy environments, as well as Level 4+ specialized application management for RISE with SAP cloud environments. This is a full-time remote position within the United States, with travel to potential partner locations as needed, up to 40%. Compensation includes a base salary of $175,000–$225,000, commensurate with experience, plus variable compensation of up to 40% based on quota achievement. Apiphani describes itself as a small, rapidly growing managed services company backed by Insight Partners and emphasizes a diverse, inclusive, and belonging-focused work environment.

Requirements

Bachelor’s degree.
12+ years of 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 MSP industry and its economics, including 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 negotiations with large enterprise organizations.
Familiarity with SAP and the general business value of its core offerings sufficient to engage credibly with provider delivery leadership.
Ability to travel as needed, up to 40%.

Nice To Haves

Experience selling technology or professional services to, or managing partnerships with, companies in regulated industries such as aerospace and defense, energy, or ITAR manufacturing.
European and/or South American market experience.

Responsibilities

Identify and prioritize GSIs and global MSPs whose enterprise customer bases include regulated industries and whose SAP operations capability or capacity is insufficient.
Establish and maintain relationships with executives responsible for managed operations, alliance executives, CFOs, and account executives for regulated accounts.
Evaluate prospective providers for partner fit, including capability gaps, scale, economics, executive sponsorship, and ability to transition accounts to a subcontractor.
Achieve and exceed an assigned revenue quota through executed agreements.
Lead negotiation of white-label, subcontract, and embedded service agreements, covering account commitments, pricing and margin structure, service levels, exclusivity scope, and protection of Apiphani intellectual property, in coordination with the VP of Alliance Partnerships.
Position Apiphani’s managed intelligence capability to providers’ technical and delivery stakeholders, using Solution Engineering and Product for technical validation.
Transition executed agreements to partner management for onboarding and expansion, as appropriate.
Confirm with Delivery that onboarding capacity is available for committed account volumes before execution.
Monitor competitive activity, provider strategies, and demand trends in SAP managed operations and regulated industries, and inform Apiphani’s offering, pricing, and roadmap decisions.

Benefits

Medical, dental, and vision coverage: 100% paid for employees and 50% paid for dependents.
Life and disability coverage: 100% paid for employees.
401(k) contribution of 3%, with no employee contribution necessary.
Education and tuition reimbursement.
Accident, critical illness, and hospital indemnity benefits offered through providers.
Employee Assistance Program.
Legal assistance.
Paid time off of up to 6 weeks per year.
Sick leave of up to 2 weeks per year.
Parental leave of up to 12 weeks.
For international employees, statutory benefits required under local law through an Employer of Record; availability of U.S.-specific programs may vary.