SAP Alliance Lead

The SAP Alliance Lead will own and grow CyberTech’s relationship with SAP under the SAP PartnerEdge (PE) “Sell” partnership model. This role is responsible for driving co-sell revenue, managing partner compliance and certification requirements, building joint go-to-market motions, and acting as the primary liaison between CyberTech and SAP’s partner ecosystem teams. The Alliance Lead will work cross-functionally with sales, pre-sales, delivery, and marketing to convert the SAP partnership into a predictable, scalable revenue engine for CyberTech., * Program Ownership: Own end-to-end management of the SAP PartnerEdge “Sell” program, including registration, tiering, renewals, and compliance requirements.

• Business Planning: Build and execute a joint business plan with SAP covering pipeline targets, GTM activities, and enablement milestones.
• Pipeline Management: Identify, register, and manage co-sell opportunities in SAP’s partner/opportunity systems; track deals through to closure in coordination with CyberTech sales teams.
• Relationship Management: Act as the primary point of contact for SAP Partner Managers, Alliance Directors, and relevant industry/solution teams; maintain a strong cadence of engagement.
• GTM & Marketing: Coordinate CyberTech’s participation in SAP-led demand generation programs, events, and co-branded campaigns; manage MDF (Market Development Fund) applications and utilization.
• Enablement: Ensure CyberTech teams meet SAP’s certification, training, and competency requirements to retain/upgrade PartnerEdge status.
• Reporting & Governance: Track and report on partnership KPIs, pipeline health, and revenue performance to CyberTech leadership on a monthly/quarterly basis.
• Commercial Management: Manage partner incentive, rebate, and funding claims in line with SAP program guidelines.
• Market Intelligence: Provide SAP ecosystem and market intelligence to inform CyberTech’s solution roadmap and competitive positioning.
• Issue Resolution: Resolve partner-related escalations (commercial, delivery, or relationship) promptly and effectively.

• 8-14 years of experience in IT/enterprise software sales, alliances, or partnership management, with at least 3-5 years managing SAP or a similar hyperscaler/ISV partnership (e.g., SAP, Microsoft, AWS, Google Cloud).
• Demonstrated experience working within or managing a SAP PartnerEdge (or comparable vendor partner) program, including opportunity registration, compliance, and incentive processes.
• Proven track record of building and closing co-sell/partner-sourced pipeline and revenue.
• Strong understanding of SAP’s solution portfolio, ecosystem structure, and partner tiering (e.g., Open, Silver, Gold, PartnerEdge Sell/Build/Service models).
• Excellent stakeholder management, negotiation, and executive communication skills.
• Bachelor’s degree in Business, Technology, or related field; MBA preferred.

Preferred Attributes

• Existing relationships within SAP’s partner ecosystem or channel organization.
• Experience with SAP partner tools/portals (e.g., SAP PartnerEdge Portal, SAP Store, Partner Finder).
• Familiarity with cybersecurity/IT services offerings and how they map to SAP solution areas.
• Experience managing MDF budgets and joint marketing campaigns.
• Strong analytical skills to track pipeline, forecast revenue, and report on partnership ROI.

Success Measures (First 12 Months)

• SAP PartnerEdge status confirmed/upgraded and fully compliant with program requirements.
• Joint business plan with SAP established and signed off by both organizations.
• Co-sell pipeline built to achieve the planned annual revenue target within first two quarters.
• Core sales and pre-sales teams certified per SAP PE enablement requirements.
• At least one joint GTM campaign or event executed with measurable lead generation.