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Job Description
Would you like to be part of a critical area of Icertis’ future growth, where you can broaden your reach, drive solutions at scale, and make an impact?
Icertis is seeking a passionate and entrepreneurial Director Partner Sales to lead and expand our award-winning partnerships with SAP and SAP’s services partners.
You will own, develop, and drive strategic partnerships, working closely with sales and cross-functional teams.
This role is ideal for someone with deep experience in enterprise business development, partner or services sales, and a proven track record of executing go-to-market strategies that scale.
This is a role without people management responsibilities.
We seek a candidate based within commuting distance of London, willing to work from our central London office (near Bank station) at least twice a week, typically on Tuesdays and Thursdays.
Responsibilities
* License Pipeline building: Identifying key market opportunities, develop targeted strategies in various industry verticals, co-create marketing initiatives and sales approaches tailored to drive license growth.
* Territory Planning: Develop and execute a territory plan aligned with sales targets, new customer acquisition, and marketing goals. Research accounts to identify business opportunities and develop a plan to reach out to prospects.
* Co-Selling and Revenue Generation: Drive co-selling and referral opportunities, carrying a partner-influenced revenue quota.
* Solution Development: Coordinate partner technical and functional capabilities with internal Sales Engineers, Architects, and Enablement teams to develop joint solutions.
* Sales Support: Support Icertis sales teams by leveraging partner strengths in proposals, solution design, and implementation strategies.
* Performance Tracking: Utilize internal systems to track, analyze, and improve partner performance and engagement.
* Executive Relationship Building: Build strong executive relationships with SAP and SAP’s SIs and lead regular business reviews to enhance collaboration and strategy.
* Product and Marketing Collaboration: Collaborate with Product and Marketing to align solution integration with SAP platforms and execute joint campaigns.
* Pipeline Growth: Grow the software licenses pipeline by identifying market opportunities, co-creating partner-led marketing strategies, and tracking performance through data insights.
* Sales Enablement: Deliver training and enablement content to support internal and partner sales teams in driving adoption of Icertis’ CLM platform.
* Strategic Partnership Management: Own and grow strategic alliances with SAP, including Ariba and CX, by developing win-win go-to-market strategies. The role also includes managing SAP’s Global System Integrators (GSIs) such as apsolut, Deloitte and PwC.
* Partner Enablement: Educate and enable key partner stakeholders to generate joint revenue opportunities and expand Icertis’ reach.
Qualifications
We’re looking for a dynamic, strategic thinker with a strong entrepreneurial spirit and deep expertise in partner ecosystems, especially within SAP. You’ll thrive in this role if you bring:
* SAP Ecosystem Experience: Proven experience managing and selling through partners in the SAP ecosystem, with an in-depth understanding of Global SI business models and joint go-to-market strategies.
* SAP Product Knowledge: Deep knowledge of SAP’s product suite and market positioning, along with a strong network across the SAP Seller community.
* Business Development Expertise: Experience in business development, strategic partnerships, or management consulting, ideally in the enterprise software space.
* Sales Acumen: A strong track record in solution and value-based selling, especially within enterprise business applications.
* Software Industry Experience: Quota-carrying software sales experience.
* Proactive Mindset: A high-energy, proactive mindset with the ability to work independently, move fast, and bring creative ideas to life.
* Communication Skills: Excellent communication, presentation, listening, and problem-solving skills, with sound business judgment.
* Team Collaboration: A collaborative team player who thrives in a matrixed environment and can influence without authority.
About Us
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.
About The Team
Who we a re: 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 or get in touch with your recruiter.
Seniority level
* Seniority level
Director
Employment type
* Employment type
Full-time
Job function
* Industries
Software Development
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