Senior Alliance Director – VARs, Infrastructure MSPs

🔥 2 minutes ago

🇺🇸 United States – Remote

💵 $165k - $200k / year

⏰ Full Time

🟠 Senior

👔 Director

👻 Ghost score 6%

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apiphani

WebsiteLinkedInAll Job Openings

11 - 50 employees

💼 Consulting

📦 Logistics

☁️ SaaS

Consulting • Logistics • SaaS

Apiphani is a technology-enabled services company dedicated to minimizing the risk and effort associated with managing mission-critical applications. The company provides a range of services including application support services, application technical management, application hosting, application infrastructure management, and security management and consulting. Their solutions incorporate industry-leading technology that leverages deep automation and machine learning to enhance efficiency and reliability. Apiphani partners with major cloud providers like AWS, Azure, and Google Cloud, and is known for its ability to reduce human error in administration and support activities, allowing senior engineers to focus on client business goals.

📋 Description

• Identify and prioritize VARs and infrastructure MSPs whose enterprise customers represent the greatest SAP opportunity • Build relationships with account executives, sales leaders, and executives at partner firms • Equip partner sellers to recognize SAP buying signals • Make the business case to partners for growing account revenue and commission with Apiphani • Qualify partner-surfaced opportunities and develop win plans with the Solution Engineering team • Hand qualified opportunities to an Apiphani seller for close while remaining the partner relationship owner • Drive deals to completion when needed • Formalize partnerships through agreements, executive sponsorship, business reviews, seller enablement, and joint marketing • Bring market insight to the business on competitors, partner strategy, and SAP demand trends • Bring SAP ECC to S/4HANA migration, SAP cloud migration, intelligent managed services, and subcontracted SAP application management offerings to partners

🎯 Requirements

• 10+ years in channel sales, partner development, alliance management, or enterprise sales working with or for VARs, resellers, or infrastructure MSPs • A documented record of meeting or exceeding partner-sourced revenue or quota targets • Active relationships with account teams and sales leaders at major VARs or infrastructure MSPs serving enterprise customers • A track record of enabling partner sellers to surface and win opportunities beyond their core portfolio • Experience structuring partner resale, referral, and margin arrangements • Strong grasp of VAR and MSP economics, including reseller margin, services attach, delivery margin, and subcontract structures • Experience originating and qualifying complex, long-cycle services opportunities using a structured qualification methodology • Enough SAP knowledge to recognize opportunities and coach partner sellers on how to identify them • Bachelor’s degree • Ability to travel up to 40%

🏖️ Benefits

• Medical/dental/vision - 100% paid for employees, 50% paid for dependents • Life and disability - 100% paid for employees • 401K - 3% contribution, no employee contribution necessary • Education and tuition reimbursement • Accident, critical illness, hospital indemnity benefits offered through our 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 • Variable compensation tied to partner-sourced revenue

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