General Manager, SAP Global Alliance

With unmatched technology and category-defining innovation, Icertis pushes the boundaries of what’s possible with contract lifecycle management (CLM). The AI-powered, analyst-validated Icertis Contract Intelligence (ICI) platform turns contracts from static documents into strategic advantage by structuring and connecting the critical contract information that defines how an organization runs. Today, the world’s most iconic brands and disruptive innovators trust Icertis to fully realize the intent of their combined 10 million contracts worth more than $1 trillion, in 40+ languages and 93 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
About the role:The Alliance and Partner team at Icertis is responsible for generating revenue by working with leading ISVs (independent software vendors) and SI partners to build top of funnel pipeline and execute joint sales motions and marketing strategies to grow market share and differentiate Icertis in the market.  Reporting to the Vice President, Global SAP Alliance, the GM role serves as the global leader for Icertis' partnership with SAP, driving our field strategy and execution to optimize value and impact to one of our largest and most strategic partners. It is a builder opportunity for someone excited to work closely with a leading global software company in creating and growing our joint revenue. 

What you will do:

• Grow our successful alliance with SAP by generating and executing a global win-win go-to-market (GTM) strategy.
• Drive pipeline with and through SAP; carry a global quota. Develop and execute joint GTM plans with quarterly/monthly reviews and achieve sourced/influenced leads, logos, and subscription revenue.
• Expand and grow our partnership with SAP’s ISBN and Market Unit (IAE’s) sales teams
• Present (virtual and onsite) the Icertis value proposition to SAP sales teams to drive net new pipeline  
• Develop and grow relationships with SAP’s partner teams, sales leadership, solution engineers, solution managers, industry teams, etc.
• Drive partner sales outcomes through Icertis' matrixed partner sales organization
• Identify and propose new ways to GTM with SAP
• Collaborate with Icertis Product teams to develop and execute a vision for solution integration across SAP's comprehensive enterprise platform
• Drive high impact opportunities with SAP to deliver differentiated joint solutions with Icertis’ industry leading Enterprise Contract Lifecycle Management (CLM) platform
• Collaborate with Icertis’ Sales to drive high-impact and effective co-selling motions for win/win results
• Develop/deliver the supporting sales enablement training, assets, and materials
• Work closely with Marketing to drive joint thought leadership and lead-generating campaigns
• Develop joint annual partner business plans and quarterly sales plans to establish joint commitments.  Drive regular business and pipeline review cadence track progress and execute appropriate actions.

• Minimum 5+ years demonstrated success in enterprise SaaS sales and 10+ years in business development with an outstanding “Builder” mentality and execution track record
• Minimum 5+ years working directly with or for SAP in the partner ecosystem
• Current relationships with SAP sales leaders and teams
• Outcomes driven, detailed oriented, problem solver
• Demonstrated, referenceable experience leading the development, negotiation and closing of complex, cloud software partner deals with proven ability to open doors, network, and forge relationships
• Strong program and project management skills, ability to direct cross-functional processes and teams
• Excellent listening, communication, presentation, problem solving, and time management skills with a record of sound business logic
• Enthusiasm, energy, creativity, and drive.  Proven self-starter with a deep sense of urgency to drive smart actions and outcomes
• Technical or business undergraduate degree required.  MBA preferred.

What we offer:  We are committed to the health and well-being of all Icertians, their families, the communities they live in, and our customers. This commitment is represented in the Icertis “Four Rings of Responsibility”: Take Care of Self, Take Care of Family, Take Care of Community, and Take Care of Business, in that order.   To support these commitments, Icertis offers excellent health and welfare ben