Description The Alliance team at Icertis is responsible for generating revenue by working with leading ISVs (independent software vendors) and other partners to execute joint sales motions and marketing strategies to grow market share and differentiate Icertis in the market. Reporting to the Vice President, Business Development Europe, the Director Partner Sales role serves as the leader for Icertis' partnership with SAP in the SAP EMEA region (excluding SAP Middle and East Europe), heading our strategy and execution to optimize value and impact to one of our largest, most strategic partnerships. It is a builder opportunity for someone excited to work closely with a leading global software company in creating, closing and growing sales opportunities. You will own, develop, and drive a strategic partnership, working closely with sales and cross-functional teams. This role is ideal for someone with deep SAP partner eco-system experience 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 a 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. LI-MV1 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. 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. Sales and Partner Enablement : Deliver training and enablement content to support internal and partner sales teams in driving adoption of Icertis’ CLM platform. Strategic Partner 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. 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 : Knowledge of SAP’s products and market positioning, along with a strong network across the SAP Seller community. Business Development Expertise : Experience in business development, strategic partnerships, 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.