Senior Alliance Director

apiphani•Boston, MA

1d•$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 Senior Alliance Director develops relationships with VAR and MSP sellers and practice leaders, prioritizes partners with strong SAP opportunity potential, qualifies opportunities against Apiphani’s deal criteria, and advances them to handoff readiness. The role also supports partner onboarding and joint marketing, coordinates deal registration and partner records, and provides market intelligence to inform strategic decisions. The position requires travel as needed, up to 40%. Compensation is structured as a 60/40 split between base salary and variable compensation. The variable component is weighted toward partner-sourced revenue closed by Apiphani sellers. The listed base salary is $165,000–$200,000 USD.

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 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 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.
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, 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, up to 6 weeks per year.
Sick leave, up to 2 weeks per year.
Parental leave, up to 12 weeks.