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