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# Senior Alliance Director (VARs & Infrastructure MSPs)

- **Company:** APIPHANI, INC.
- **Location:** United States
- **Experience:** Expert
- **Salary:** $165,000 - $200,000
- **Contract:** Permanent contract
- **Skills:** Artificial Intelligence, SAP ERP, SAP (Applications), SAP Knowledge Warehouse, RISE with SAP, SAP S/4HANA
- **Published:** November 7, 2026
- **Apply:** https://www.careerbuilder.com/job-details/senior-alliance-director-vars-infrastructure-msps--867313a6-7e40-47f5-bcd5-ed03cc324f42

## About the Role

* 10+ years in channel sales, partner development, alliance management, or enterprise sales working with or for VARs, resellers, or infrastructure MSPs.
 * A documented record of meeting or exceeding partner-sourced revenue or quota targets.
 * Active relationships with account teams and sales leaders at major VARs or infrastructure MSPs serving enterprise customers.
 * A track record of enabling partner sellers to surface and win opportunities beyond their core portfolio.
 * Experience structuring partner resale, referral, and margin arrangements.
 * A strong grasp of VAR and MSP economics, including reseller margin, services attach, delivery margin, and subcontract structures.
 * Experience originating and qualifying complex, long-cycle services opportunities using a structured qualification methodology.
 * Enough SAP knowledge to recognize opportunities and coach partner sellers on how to identify them.
 * Bachelor's degree.
 * Ability to travel up to 40%.

Bonus Points

 * Experience selling to enterprise customers in commercial-regulated industries
 * Experience selling SAP services, managed services, or IT infrastructure services
 * Familiarity with deal registration, co-sell, and cloud marketplace programs.

## Description

That's where you come in. As Senior Director of Alliances, you'll build Apiphani's channel through these firms. You'll help their account teams recognize SAP opportunities in the accounts they already serve, and position Apiphani as the partner that helps them win business they couldn't capture alone, expanding their revenue and earning them commission in the process. This is a chance to build a partner-sourced revenue engine at a growth-stage company backed by Insight Partners.

What You'll Do

 * Identify and prioritize the VARs and infrastructure MSPs whose enterprise customers represent the greatest SAP opportunity, and the account teams within them best positioned to surface it.
 * Build relationships with account executives, sales leaders, and executives at those firms, and expand from individual sellers to firm-wide engagement as results build.
 * Equip partner sellers to recognize SAP buying signals in their customers' IT organizations, from ECC end-of-maintenance planning to cloud strategy shifts to stalled migration projects.
 * Make the business case to partners: a clear, repeatable way to grow their account revenue and commission by bringing Apiphani into opportunities outside their core portfolio.
 * Qualify partner-surfaced opportunities and develop them into a win plan with our Solution Engineering team.
 * Hand qualified opportunities to an Apiphani seller for close, remaining engaged as the partner relationship owner, and step in to drive a deal to completion when needed.
 * Formalize partnerships with firms that deliver consistent deal flow, including agreements, executive sponsorship, business reviews, seller enablement, and joint marketing.
 * Bring market insight back to the business on competitors, partner strategy, and SAP demand trends.

What You'll Bring to Partners

 * SAP ECC to S/4HANA migration services with expertise in delivering to customers in compliance-heavy regulated industries
 * Migration services to SAP's private and public cloud offerings (RISE with SAP and GROW with SAP)
 * Intelligent managed services for SAP estates via our proprietary agentic AI platform, Luumen, and "human-at-the-helm" oversight
 * Subcontracted SAP application management that infrastructure MSPs can deliver (white label) under their own brand