SAP Partnership Manager

Nanonets•Palo Alto, CA

10d•$240,000 - $350,000•Hybrid

About The Position

Nanonets is transforming the way businesses work by using an AI platform to automate manual, time-consuming processes across industries like finance, healthcare, and supply chain. The platform turns tasks that once took hours of human effort into seconds of automated processes. Nanonets serves 34% of Fortune 500 clients and has raised $29M in Series B funding, with revenues tripling year over year. This role is the first enterprise partnerships hire, reporting directly to the CEO, and is responsible for building and scaling the strategic partner ecosystem. The mission is to establish and grow high-impact partnerships with SAP and systems integrators to accelerate penetration into enterprise accounts using SAP ERP systems. This role requires a blend of strategic partnership development and hands-on execution, including identifying and recruiting partners, building joint value propositions for CFOs and finance leaders, and driving co-sell motions to generate qualified pipeline. The ultimate goal is to make Nanonets' AI automation platform the preferred solution for SAP customers modernizing their AP, reconciliation, billing, and order processing workflows.

Requirements

8-10 years in partnerships, alliances, or sales within the SAP ecosystem, with deep understanding of SAP partner programs and sales organization.
Experience working with systems integrators in SAP practices, finance transformation, or technology alliances.
Strong knowledge of SAP ERP landscape (S/4HANA, Ariba, Concur) and enterprise finance workflows.
Proven track record of recruiting and scaling enterprise partnerships that drove significant partner-sourced pipeline annually.
Experience structuring co-sell motions with systems integrators, including joint account planning and deal collaboration.
Success building joint go-to-market strategies and delivering on partnership commitments.
Exceptional relationship-building skills with ability to influence C-suite executives and partner leadership.
Strong business acumen: understanding of deal economics, partner incentives, and win-win agreements.
Skilled at presenting complex technical value in business terms to senior stakeholders.
Highly organized with ability to manage multiple partnerships, deals, and initiatives simultaneously.
Comfortable with AI/ML-powered automation platforms and their value in enterprise finance workflows.
Willingness to travel to partner sites, customer meetings, and industry events.
Able to work across time zones, primarily focused on US market.

Responsibilities

Establish and manage partnerships with SAP and regional systems integrators who serve SAP customer bases.
Develop joint value propositions and go-to-market strategies that position the platform as essential for SAP S/4HANA transformations and finance modernization initiatives.
Negotiate partnership agreements, co-sell frameworks, and commercial terms that drive mutual growth.
Generate qualified pipeline through partner-led deal registration, co-prospecting, and account mapping with SAP sales teams and SI practices.
Execute co-sell motions with partner account teams on target enterprise accounts, positioning the solution in active SAP implementations.
Track and forecast partner contribution to bookings and revenue.
Create partner enablement materials including pitch decks, demo scripts, ROI calculators, and case studies tailored to the SAP ecosystem.
Train partner sales and delivery teams on the platform, integration capabilities, and competitive positioning.
Develop co-marketing campaigns that drive awareness and lead generation through partner channels.
Map key decision-makers, practice leads, and champions within each partner organization to unlock high-value opportunities.
Maintain structured, executive-level engagement with partners across sales, consulting, and leadership teams.
Partner with Sales and Customer Success to support active deals and ensure seamless customer handoffs.
Work with Product to prioritize SAP integration features based on partner and customer feedback.