Director Partner Sales SAP EMEA
Icertis
The Alliance team at Icertis is responsible for generating revenue by working with leading ISVs (independent software vendors) and other partners to execute joint sales motions and marketing strategies to grow market share and differentiate Icertis in the market.
Reporting to the Vice President, Business Development Europe, the Director Partner Sales role serves as the leader for Icertis' partnership with SAP in the SAP EMEA region (excluding SAP Middle and East Europe), heading our strategy and execution to optimize value and impact to one of our largest, most strategic partnerships.
It is a builder opportunity for someone excited to work closely with a leading global software company in creating, closing and growing sales opportunities.
You will own, develop, and drive a strategic partnership, working closely with sales and cross-functional teams.
This role is ideal for someone with deep SAP partner eco-system experience and a proven track record of executing go-to-market strategies that scale.
This is a role without people management responsibilities.
We seek a candidate based within a commuting distance of London, willing to work from our central London office (near Bank station) at least twice a week, typically on Tuesdays and Thursdays.
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Icertis is the global leader in AI-powered contract intelligence. The Icertis platform revolutionizes contract management, equipping customers with powerful insights and automation to grow revenue, control costs, mitigate risk, and ensure compliance - the pillars of business success. Today, more than one third of the Fortune 100 trust Icertis to realize the full intent of millions of commercial agreements in 90+ countries.
Who we are: Icertis is the only contract intelligence platform companies trust to keep them out in front, now and in the future. Our unwavering commitment to contract intelligence is grounded in our FORTE values—Fairness, Openness, Respect, Teamwork and Execution—which guide all our interactions with employees, customers, partners, and stakeholders. Because in our mission to be the contract intelligence platform of the world, we believe how we get there is as important as the destination.
Icertis, Inc. provides Equal Employment Opportunity to all employees and applicants for employment without regard to race, color, religion, gender identity or expression, sex, sexual orientation, national origin, age, disability, genetic information, marital status, amnesty, or status as a covered veteran in accordance with applicable federal, state and local laws. Icertis, Inc. complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities. If you are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to careers@icertis.com or get in touch with your recruiter.
We’re looking for a dynamic, strategic thinker with a strong entrepreneurial spirit and deep expertise in partner ecosystems, especially within SAP. You’ll thrive in this role if you bring:
- SAP Ecosystem Experience: Proven experience managing and selling through partners in the SAP ecosystem, with an in-depth understanding of Global SI business models and joint go-to-market strategies.
- SAP Product Knowledge: Knowledge of SAP’s products and market positioning, along with a strong network across the SAP Seller community.
- Business Development Expertise: Experience in business development, strategic partnerships, ideally in the enterprise software space.
- Sales Acumen: A strong track record in solution and value-based selling, especially within enterprise business applications.
- Software Industry Experience: Quota-carrying software sales experience.
- Proactive Mindset: A high-energy, proactive mindset with the ability to work independently, move fast, and bring creative ideas to life.
- Communication Skills: Excellent communication, presentation, listening, and problem-solving skills, with sound business judgment.
- Team Collaboration: A collaborative team player who thrives in a matrixed environment and can influence without authority.
- License Pipeline building: Identifying key market opportunities, develop targeted strategies in various industry verticals, co-create marketing initiatives and sales approaches tailored to drive license growth.
- Territory Planning: Develop and execute a territory plan aligned with sales targets, new customer acquisition, and marketing goals. Research accounts to identify business opportunities and develop a plan to reach out to prospects.
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Co-Selling and Revenue Generation: Drive co-selling and referral opportunities, carrying a partner-influenced revenue quota.
- Executive Relationship Building: Build strong executive relationships with SAP and SAP’s SIs and lead regular business reviews to enhance collaboration and strategy.
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Product and Marketing Collaboration: Collaborate with Product and Marketing to align solution integration with SAP platforms and execute joint campaigns.
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Sales and Partner Enablement: Deliver training and enablement content to support internal and partner sales teams in driving adoption of Icertis’ CLM platform.
- Strategic Partner Management: Own and grow strategic alliances with SAP, including Ariba and CX, by developing win-win go-to-market strategies. The role also includes managing SAP’s Global System Integrators (GSIs) such as apsolut, Deloitte and PwC.