Director, Partner Sales

The Alliances team at Icertis plays a critical role in accelerating revenue growth through strategic partnerships with leading Independent Software Vendors (ISVs), Global System Integrators (GSIs), and other ecosystem partners. By executing coordinated sales motions, joint marketing initiatives, and partner-led go-to-market strategies, the team expands Icertis’ market reach and strengthens our competitive differentiation. 

Reporting to the Vice President, SAP Partnership, the Director, Partner Sales – SAP Alliance will lead Icertis’ strategic engagement with SAP across the SAP Americas West or Americas East/Canada Market Unit. This role is responsible for driving revenue through joint sales motions, building executive relationships across SAP and its ecosystem, and scaling the impact of one of Icertis’ most strategic partnerships. 

This is an exciting builder role for someone passionate about partnering with a global software leader to develop new opportunities, close joint deals, and expand existing accounts. You will work cross-functionally with Sales, Marketing, Product, and Customer Success teams to drive joint success with SAP. 

This role is an individual contributor position with no direct people management responsibilities. 

Partner Revenue Growth 
Drive license pipeline and revenue through joint go-to-market strategies with SAP. Identify key market opportunities and develop targeted strategies across priority industry verticals to accelerate pipeline creation and deal conversion. 

Territory and Account Planning 
Develop and execute a territory strategy aligned with Icertis sales targets and SAP market priorities. Identify high-value accounts, analyze whitespace opportunities, and coordinate outreach with SAP sellers and ecosystem partners. 

Co-Selling and Pipeline Development 
Lead and enable partner-led selling motions with SAP account teams. Carry a revenue quota tied to partnership opportunities while actively driving joint pipeline growth. 

Executive Relationship Management 
Build and maintain strong executive relationships across SAP leadership, field sales teams, and key ecosystem partners including GSIs and system integrators. Lead regular joint business reviews to align strategy, pipeline, and execution. 

Strategic Partner Management 
Own and grow the strategic alliance with SAP, including collaboration with teams across SAP Ariba, Industry Solutions, and Market Units, to create scalable and mutually beneficial go-to-market initiatives. 

Sales and Partner Enablement 
Develop and deliver enablement programs that empower both Icertis and SAP sales teams to position and sell the Icertis Contract Intelligence platform within SAP customer engagements. 

Product and Marketing Alignment 
Partner closely with Product Management and Marketing to align messaging, positioning, and joint campaigns that support SAP’s priorities and drive awareness and demand generation. 

We are looking for a strategic and entrepreneurial alliance leader with deep experience navigating the SAP ecosystem and executing partner-driven go-to-market strategies. 

SAP Ecosystem Expertise 
Proven experience managing and selling through partners within the SAP ecosystem, including collaboration with SAP field teams and Global System Integrators. 

SAP Product and Market Knowledge 
Strong understanding of SAP’s product portfolio, customer landscape, and sales motions. A well-established network within the SAP seller community is highly desirable. 

Enterprise Software Partnerships 
Demonstrated success in business development, strategic alliances, or partner sales within enterprise software or SaaS companies. 

Sales Leadership and Execution 
Track record of success in solution-based and value-driven enterprise selling, including experience carrying or supporting a revenue quota. 

Strategic Thinking and Execution 
Ability to identify market opportunities, build scalable partner strategies, and translate them into measurable pipeline and revenue results. 

Communication and Influence 
Exceptional communication, presentation, and relationship-building skills with the ability to influence stakeholders across complex, matrixed organizations. 

Salary range and description:

OTE: $230000 to $292,500 (60/40)

Pay offered will vary based on job-related factors such as location, experience, training, skills, and abilities. In addition to the base salary and annual bonus target and an equity component is included in the compensation package.

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 [email protected] or get in touch with your recruiter.