SAP Alliance Director

About the role

The SAP Alliance Director role involves driving partnership standards across the region, providing global and regional leaders with a clear view of the partnership's vibrancy, and creating and executing our joint go-to-market strategy across the North America business. The role serves as Fujitsu’s senior alliance leader for SAP, driving executive engagement, market influence, joint go-to-market initiatives, sales alignment, strategic pursuits, and business growth.

Responsibilities

• Provide leadership to Fujitsu’s global and regional teams to actively shape and contribute to Fujitsu’s SAP partner strategy.
• Engage directly with SAP across the business, including senior executive level, account teams, partner organization, services, industry and regional leadership.
• Create and execute a 360-degree alliance plan, owning the partner business plan between Fujitsu and SAP.
• Lead strategic discussions, including prioritization, negotiation and problem-solving, to drive the partnership’s success.
• Accountable for forecasting and management of joint revenue targets and supporting business development activity between the organizations.
• Bring SAP’s sales organization together with Fujitsu’s to grow the business, increase referrals from SAP to Fujitsu and improve joint partner sales execution.
• Provide regional proposals, market feedback and alliance recommendations to Fujitsu HQ business units and other stakeholders as required.
• North American Alliance Relationship
• Lead strategic discussions with Fujitsu’s North American business leadership across delivery, marketing, sales, offering, support and executive teams to ensure close alignment with regional business strategy and growth priorities.
• Lead senior-executive level engagement with SAP to create and drive strategic alignment in North America and connect regional priorities with headquarter-level engagement between Fujitsu and SAP.
• Accountable for the alliance and go-to-market strategy in North America for SAP, including business development, partner relationship management, internal partner championing, matrix management, co-marketing and business review management.
• Leverage partner investment strategically for portfolio development, deal support, marketing, enablement and incentives to help grow the business.
• Identify and analyze market-specific business opportunities with SAP and implement them with the appropriate Fujitsu business lines.
• Support major pursuits by securing SAP sponsorship, executive engagement, references, solution expertise and partner investment.
• Increase SAP awareness of Fujitsu’s capabilities, offerings, references and transformation expertise.

Requirements

• SAP expertise – deep knowledge of and demonstrated success working within the SAP ecosystem, ideally including SAP partner programs, SAP sales motions, SAP services, cloud ERP, Business AI and transformation offerings.
• Commercially savvy – strong analytical, commercial and negotiation skills with a clear understanding of pipeline creation, revenue influence, partner economics and measurable business outcomes.
• Team player – experience building and leading virtual teams with an engaging personality that creates energy, shared ambition and focus across organizations.
• Understanding of market – aware of business trends impacting enterprise technology, cloud transformation, AI, ERP modernization and the SAP services market.
• Desire to win and naturally competitive – resilient and inspired by an innate motivation to achieve results.
• Passion for excellence – able to get the job done, with strong relationship management and communication skills at senior executive level.
• Situationally self-aware – tailors communication style and message to ensure maximum impact with different audiences and can operate in multi-cultural and global business environments.
• Track record of success – history of success in IT services, consulting, enterprise software, sales, business development or strategic alliances.

Qualifications

• A good faith estimate of the current pay scale for this position is: $161,520 to $226,128 USD Placement in the range depends on several factors such as experience and skills and may change over time.
• This role may be eligible for an annual bonus, which is based on individual achievement.
• We comply with all applicable minimum wage laws.
• Benefits Available Include Medical, vision, and dental insurance, Life insurance, Short-term and long-term disability insurance, 401k Paid Time Off Any leave required under federal, state, or local law, as applicable, such as leave under the Colorado Healthy Families and Workplaces Act.
• Benefits Are Subject To Vesting And Eligibility Requirements.