Director, Partner Sales SAP

Icertis’ Alliances team accelerates revenue growth through strategic partnerships with leading Independent Software Vendors (ISVs), Global System Integrators (GSIs), and other ecosystem partners. The Director, Partner Sales – SAP Alliance will lead Icertis’ strategic engagement with SAP across the SAP Americas Northeast Market Unit, driving revenue through joint sales motions, building executive relationships, and scaling the impact of this key partnership. This individual-contributor role works cross-functionally with Sales, Marketing, Product, and Customer Success teams.

Responsibilities

• 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.
• Develop and execute a Northeast 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.
• Lead and enable partner-led selling motions with SAP account teams while carrying a revenue quota tied to partnership opportunities.
• 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.
• Own and grow the strategic alliance with SAP, collaborating across SAP Ariba, Industry Solutions, and Market Units to create scalable go-to-market initiatives.
• Develop and deliver enablement programs that empower both Icertis and SAP sales teams to position and sell the Icertis Contract Intelligence platform.
• Partner closely with Product Management and Marketing to align messaging, positioning, and joint campaigns that support SAP’s priorities and drive demand generation.

Requirements

• Proven experience managing and selling through partners within the SAP ecosystem, including collaboration with SAP field teams and Global System Integrators.
• Strong understanding of SAP’s product portfolio, customer landscape, and sales motions; a well-established network within the SAP seller community is highly desirable.
• Demonstrated success in business development, strategic alliances, or partner sales within enterprise software or SaaS companies.
• Track record of success in solution-based and value-driven enterprise selling, including experience carrying or supporting a revenue quota.
• Ability to identify market opportunities, build scalable partner strategies, and translate them into measurable pipeline and revenue results.
• Exceptional communication, presentation, and relationship-building skills with the ability to influence stakeholders across complex, matrixed organizations.

Pay

On-target earnings (OTE): $230,000 to $292,500 (60% base / 40% incentive). Pay varies based on job-related factors such as location, experience, training, skills, and abilities. The package includes base salary, annual sales target incentive bonus, and equity (RSUs).

Benefits

• Robust medical, dental, vision, and mental health benefits.
• Employee Assistance Program (EAP).
• Generous 401(k) match.
• Equity (RSUs) and shared ownership in the company.
• Flexible work environment.
• Paid maternity and paternity leave.
• Generous holiday and PTO program, including the 4th of July week off (paid).
• Free professional and leadership coaching (Coaching as a Service).
• Annual personal development allowance.
• Seven paid volunteer days annually (“7 Days for Humanity”).
• Global and regional DEIB steering committees and employee resource groups (ERGs).
• Global DEIB training programs and guest speakers throughout the year.

Schedule

Up to approximately 40% travel.

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. More than one third of the Fortune 100 trust Icertis to manage millions of commercial agreements in 90+ countries.

The Alliances team is committed to contract intelligence grounded in FORTE values—Fairness, Openness, Respect, Teamwork, and Execution—which guide all interactions with employees, customers, partners, and stakeholders.