SAP Alliance Director - Big 4 Partnerships

The Alliances team is one of the fastest growing sales groups at Sovos. In just two and a half years, the team has grown from accounting for just under 5% of our sales bookings to almost 25% - and that number is only going up! Comprised of creative minds and goal-oriented hunters, our Alliances team is all about appreciating the big picture and making the strategic moves to get there. We are trailblazers and critical difference makers in an already fast-growing and dynamic global sales organisation. As part of the EMEA technology team, the Alliances Director is a key individual contributor who will spearhead business development with Big 4 consulting firms, focusing on high-value SAP deals. This highly visible role will drive execution around account strategy, go-to-market plans, and integrations with SAP and other technology solutions delivered through Big 4 partners. You will help establish and track success against the right metrics and KPIs, while working with the broader Alliances team to set the right growth and investment strategies. Success will come from deep engagement with Big 4 partners, managing large-scale SAP deals, and driving referral-based revenue growth.

More specifically, you will:

• Build and manage strategic relationships with Big 4 consulting firms (EY, PwC, Deloitte, KPMG, Accenture), with a focus on SAP-related initiatives.
• Lead business development programmes with Big 4 partners to secure large-scale SAP deals and maximize Sovos revenue through these partnerships.
• Develop and execute go-to-market (GTM) strategies specifically with Big 4 firms for SAP deals, including co-sell engagement plans and joint solution delivery strategies.
• Create business plans with key stakeholders at Big 4 firms, ensuring goals are defined and met across KPIs. Maintain a strong business cadence, including Quarterly Business Reviews (QBRs) and executive alignment.
• Identify partner stakeholders within Big 4, win mindshare of partner teams, and drive all aspects of partner engagement. Build deep, trusted relationships with Big 4 and Sovos sales teams to align on SAP deal strategy.
• Enable Sovos sellers on Big 4 SAP value propositions and enable partner teams on Sovos solutions through targeted enablement content.
• Collaborate with Product, Engineering, Operations, Sales, and Marketing to deliver joint solutions and leverage integrations for GTM programs that drive new referral sales opportunities.
• Champion alignment between Sovos and Big 4 field teams, building a strong co-sell culture that drives joint customer success and large-scale SAP deal closure.

Good communication skills, * Fluency in both French and English (spoken and written - professional business proficiency is essential).

• 15+ years of experience, including 10+ years in sales/alliances within the enterprise software industry.
• Proven experience managing and closing high-value SAP deals through Big 4 consulting firms.
• Deep expertise in SAP ecosystem, joint GTM strategies, and partner business models within Big 4.
• Demonstrated ability to build and manage strategic relationships with Big 4 partners at executive levels.
• Proven track record of achieving sales objectives, forecasting partner business, and driving revenue growth via Big 4 engagements.
• Strong collaboration skills across sales, alliances, and professional services teams.
• Growth mindset with the ability to thrive in a developing partner ecosystem focused on SAP.
• Ability to travel within EMEA when appropriate.

If you're seeking a career where innovation meets impact, you've come to the right place. As a global leader, Sovos is transforming tax compliance from a business requirement to a force for growth while revolutionising how businesses navigate the ever-changing regulatory landscape. At Sovos, we're dedicated to more than just solving compliance challenges - we're committed to making a positive and lasting difference in everything we do. Our teams operate on the modern edge of digital technology, working not only to solve complex business challenges but also to enrich our personal, professional, and local communities. Our purpose-built systems provide the tools you need to thrive in a world where governments demand increased visibility, faster reporting and greater control over business processes. Excited about the possibilities? So are we! Don't worry if you don't check all the boxes - apply anyway! We're focused on hiring the right people, not just the "right" CV. It's not about what you've done elsewhere; it's all about what you're capable of doing here.