Director, Solutions Advisory – SAP & Partner Enablement

As the Director, Solutions Advisory – SAP & Partner Enablement, you will play a pivotal role in driving Icertis' success by supporting our sales organization and enabling our strategic partner ecosystem, with a particular focus on SAP and SAP Ariba.

This role combines traditional Solutions Advisory responsibilities with a strong focus on partner advisory, coaching, and enablement. You will leverage your advanced-to-expert knowledge of SAP Ariba and enterprise procurement processes to help internal sales and presales teams, SAP, and our strategic partners effectively position, demonstrate, and sell Icertis solutions.

A key responsibility will be developing and delivering structured, repeatable enablement programs that strengthen partner capabilities and improve sales effectiveness. This includes coaching, advising, preparing, and teaching partner teams how to articulate the value of Icertis, conduct effective customer discovery, position Icertis alongside SAP Ariba and the broader SAP ecosystem, and deliver compelling solution demonstrations.

You will also drive innovation and thought leadership, stay current on industry and AI technology trends, and develop strategic solutions that address evolving customer needs. The ability to communicate and present effectively to all levels of an organization is fundamental to this role.

This position is based in North America and may require occasional international travel to support SAP and partner enablement, strategic engagements, and business initiatives.

Solutions Advisory & Sales Support

• Provide expert demonstrations of Icertis core and related solutions, including use cases involving SAP Ariba and the broader SAP ecosystem.
• Leverage advanced-to-expert SAP Ariba knowledge to articulate how Icertis complements and extends SAP procurement and contract management capabilities.
• Support strategic sales opportunities through customer discovery, solution positioning, demonstrations, and value-based selling.
• Collaborate with sales and product teams to understand customer requirements and develop tailored solutions across Icertis and SAP environments.
• Demonstrate a strong understanding of SAP Ariba Sourcing, Procurement, and Contracts, including relevant business processes, integration points, and customer use cases.
• Translate complex technical capabilities into clear business value propositions for both technical and executive audiences.
• Maintain a strong understanding of contract lifecycle management, emerging AI technologies, and enterprise procurement trends.
• Build and maintain strong relationships with customers and internal stakeholders.

SAP & Partner Advisory and Enablement

• Serve as a trusted advisor to SAP and other strategic partners, helping their sales and presales teams effectively position and sell Icertis solutions.
• Apply advanced-to-expert SAP Ariba expertise to coach partners on solution positioning, integration value, competitive differentiation, and joint Icertis-SAP customer scenarios.
• Coach, advise, prepare, and teach partner teams how to conduct customer discovery, articulate business value, deliver compelling demonstrations, and confidently position Icertis solutions.
• Develop and execute structured, scalable, and repeatable partner enablement programs across regions.
• Conduct hands-on workshops, solution demonstrations, training sessions, and sales readiness activities for SAP and other partner organizations.
• Develop and maintain enablement assets, including demonstration scripts, presentations, solution playbooks, click-through demonstrations, and supporting materials.
• Enable partners on Icertis' SAP Solution Extension (SolEx) offerings, including positioning, value propositions, relevant SAP Ariba use cases, and joint go-to-market messaging.
• Assess partner capabilities, identify knowledge and skills gaps, and develop targeted enablement plans to improve partner readiness.
• Collaborate with Partner Alliances, Sales, Product, and Solutions Advisory leadership to align enablement activities with strategic priorities and revenue objectives.
• Support joint go-to-market initiatives and partner-led sales opportunities, helping partners become more confident and self-sufficient in positioning and demonstrating Icertis solutions.
• Establish and track enablement metrics, including partner participation, readiness, proficiency, adoption, and contribution to pipeline development.
• Drive continuous improvement of partner enablement programs based on feedback, performance metrics, and evolving business needs.

Innovation & Strategic Execution

• Drive innovation and thought leadership by staying current on SAP Ariba developments, SAP's broader technology roadmap, AI advancements, and enterprise contract management trends.
• Identify opportunities to improve sales and presales effectiveness through new methodologies, tools, and enablement approaches.
• Develop scalable processes and best practices that support consistent execution across internal and partner teams.
• Work cross-functionally to ensure alignment between partner enablement, sales execution, and business outcomes.
• Maintain Icertis' standards of professionalism, collaboration, and integrity.

• Minimum of 3 years of experience in customer-facing roles, preferably in enterprise software, solutions consulting, presales, or partner enablement.
• Advanced-to-expert proficiency in SAP Ariba is required, including strong functional knowledge of SAP Ariba Sourcing, Procurement, and Contracts.
• Demonstrated experience positioning, demonstrating, or implementing SAP Ariba solutions in complex enterprise environments.
• Strong understanding of SAP Ariba business processes, procurement workflows, supplier management, and integration touchpoints with SAP and third-party enterprise applications.
• Ability to explain how Icertis contract lifecycle management solutions complement SAP Ariba and deliver additional business value.
• Experience working with SAP's partner ecosystem, strategic technology partners, or global system integrators.
• Strong knowledge of contract lifecycle management, enterprise software, and evolving AI technologies.
• Proven ability to coach, train, and enable sales and presales professionals to effectively position and demonstrate enterprise software solutions.
• Exceptional communication, presentation, and facilitation skills, with the ability to engage audiences ranging from individual contributors to senior executives.
• Strong business acumen and the ability to translate complex customer requirements into compelling business solutions.
• Experience developing enablement programs, sales playbooks, training materials, and repeatable methodologies.
• Ability to assess partner capabilities, identify development opportunities, and measure enablement effectiveness.
• Strong collaboration skills with the ability to work across Sales, Partner Alliances, Product, and technical teams.
• Proven leadership skills with the ability to influence, inspire, and build programs from inception to scale.
• A proactive, self-motivated individual who takes ownership, demonstrates initiative, and thrives in a dynamic environment.
• Willingness and ability to travel domestically and occasionally internationally to support partner and business initiatives.

Location & Travel

• Location: North America
• Travel: Domestic travel as needed, with potential for occasional international travel.

Compensation:

OTE: $225,000 to $295,000 (75/25)

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 sales target incentive bonus, an equity component is included in the compensation package.

Our Commitments 

• Supporting employees’ and their families’ physical, mental, and financial well-being. 
• Accelerating Icertians’ careers. 
• Making a social and environmental impact in our communities. 
• Cultivating and advancing a culture of diversity, equity, inclusion, and belonging (DEIB) across our company, customers, and suppliers. 
• Generous holidays, including the 4th of July week off (paid). 
• Free professional and leadership coaching. 
• Annual personal development allowance. 

 What we offer: 

• Robust medical, dental, vision, and mental health benefits. 
• Employee Assistance Program (EAP). 
• Equity (RSUs) and shared ownership in the company. 
• Generous 401(k) match. 
• Flexible work environment. 
• Paid maternity and paternity leave. 
• Generous holiday and PTO program. 
• CaaS (Coaching as a Service). 
• Annual personal development allowance. 
• 7 Days for Humanity – seven paid volunteer days annually. 
• Global and regional DEIB steering committees and employee resource groups (ERGs). 
• Global DEIB training programs and guest speakers throughout the year.

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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.