Senior Alliance Director

apiphani•Boston, MA

14h•$165,000 - $200,000

About The Position

Apiphani is seeking a Senior Alliance Director to identify and develop SAP ECC to S/4HANA migration opportunities and SAP managed services opportunities in regulated industries through large value-added resellers (VARs) and infrastructure managed service providers (MSPs). The role focuses on originating opportunities and establishing partnerships based on demonstrated deal flow. The position requires collaboration across teams and travel as needed, up to 40%. Compensation is a 60/40 split between base salary and variable compensation, with the variable component weighted toward partner-sourced revenue closed by Apiphani sellers. The base salary range is $165,000–$200,000 USD. Apiphani describes itself as a technology-enabled managed services company supporting mission-critical enterprise workloads. It is a small, rapidly growing company that emphasizes diversity, inclusion, belonging, and opportunities for growth and learning.

Requirements

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 independently sourcing opportunities through VAR or MSP sellers.
Proven track record of 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.
Ability to travel as needed, up to 40%.

Responsibilities

Identify and develop SAP opportunities within VAR and infrastructure MSP customer bases.
Establish and maintain relationships with sellers and practice leaders so Apiphani is engaged when buying triggers arise.
Prioritize target VARs and MSPs based on their potential SAP opportunities.
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 ownership of the partner relationship.
Lead onboarding of formally qualified partners, including 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 to contribute to Apiphani's strategic 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) with a 3% company contribution; no employee contribution is 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.