SAP Alliance Lead

Job Title: SAP Alliance Lead – SAP Partner Edge (PE) Sell Program

Function: Strategic Alliances / Partnerships

Reports To: Head of Alliances & Partnerships / VP – Strategic Partnerships

Direct Reports: None initially; may grow to include Alliance Manager(s)/Analyst as the practice scales

Key Interfaces: SAP Partner Managers & Alliance Directors, Cyber Tech Sales, Pre-Sales, Delivery, Marketing, and Leadership

Role Purpose

The SAP Alliance Lead will own and grow Cyber Tech's relationship with SAP under the SAP Partner Edge (PE) "Sell" partnership model. This role is responsible for driving co-sell revenue, managing partner compliance and certification requirements, building joint go-to-market motions, and acting as the primary liaison between Cyber Tech and SAP's partner ecosystem teams. The Alliance Lead will work cross-functionally with sales, pre-sales, delivery, and marketing to convert the SAP partnership into a predictable, scalable revenue engine for Cyber Tech.

Key Responsibilities

• Program Ownership: Own end-to-end management of the SAP Partner Edge "Sell" program, including registration, tiering, renewals, and compliance requirements.
• Business Planning: Build and execute a joint business plan with SAP covering pipeline targets, GTM activities, and enablement milestones.
• Pipeline Management: Identify, register, and manage co-sell opportunities in SAP's partner/opportunity systems; track deals through to closure in coordination with Cyber Tech sales teams.
• Relationship Management: Act as the primary point of contact for SAP Partner Managers, Alliance Directors, and relevant industry/solution teams; maintain a strong cadence of engagement.
• GTM & Marketing: Coordinate Cyber Tech's participation in SAP-led demand generation programs, events, and co-branded campaigns; manage MDF (Market Development Fund) applications and utilization.
• Enablement: Ensure Cyber Tech teams meet SAP's certification, training, and competency requirements to retain/upgrade Partner Edge status.
• Reporting & Governance: Track and report on partnership KPIs, pipeline health, and revenue performance to Cyber Tech leadership on a monthly/quarterly basis.
• Commercial Management: Manage partner incentive, rebate, and funding claims in line with SAP program guidelines.
• Market Intelligence: Provide SAP ecosystem and market intelligence to inform Cyber Tech's solution roadmap and competitive positioning.
• Issue Resolution: Resolve partner-related escalations (commercial, delivery, or relationship) promptly and effectively.

Required Qualifications & Experience

• 8–14 years of experience in IT/enterprise software sales, alliances, or partnership management, with at least 3–5 years managing SAP or a similar hyperscaler/ISV partnership (e.g., SAP, Microsoft, AWS, Google Cloud).
• Demonstrated experience working within or managing a SAP Partner Edge (or comparable vendor partner) program, including opportunity registration, compliance, and incentive processes.
• Proven track record of building and closing co-sell/partner-sourced pipeline and revenue.
• Strong understanding of SAP's solution portfolio, ecosystem structure, and partner tiering (e.g., Open, Silver, Gold, Partner Edge Sell/Build/Service models).
• Excellent stakeholder management, negotiation, and executive communication skills.
• Bachelor's degree in Business, Technology, or related field; MBA preferred.

Preferred Attributes

• Existing relationships within SAP's partner ecosystem or channel organization.
• Experience with SAP partner tools/portals (e.g., SAP Partner Edge Portal, SAP Store, Partner Finder).
• Familiarity with cybersecurity/IT services offerings and how they map to SAP solution areas.
• Experience managing MDF budgets and joint marketing campaigns.
• Strong analytical skills to track pipeline, forecast revenue, and report on partnership ROI.

Success Measures (First 12 Months)

• SAP Partner Edge status confirmed/upgraded and fully compliant with program requirements.
• Joint business plan with SAP established and signed off by both organizations.
• Co-sell pipeline built to achieve the planned annual revenue target within first two quarters.
• Core sales and pre-sales teams certified per SAP PE enablement requirements.
• At least one joint GTM campaign or event executed with measurable lead generation.