Global Alliance Director

Apiphani is a technology-enabled managed services company dedicated to redefining what it means to support mission-critical enterprise workloads. We’re a small but rapidly growing company, which means there’s lots of room for growth and learning opportunities abound! 

Apiphani is dedicated to creating a diverse and inclusive work environment for all as a fundamental component of our business. Diversity and inclusion are the bedrock of creativity and innovation. Without diversity of experience and thought, we would fail to progress as a company and as a team. Apiphani strives to foster an environment of belonging, where every employee feels respected, valued, and empowered.  We embrace the unique experiences, perspective, and cultural background, which only  you  can bring to the table.  

About Apiphani

Apiphani is a managed intelligence provider for complex SAP estates. The company manages SAP environments for enterprises in all industries, with a specialty in compliance-heavy regulated industries, such as aerospace and defense, oil and gas, utilities, industrial manufacturing, and ITAR manufacturing. Apiphani combines its proprietary, agentic-AI driven managed operations platform, Luumen, with a highly skilled operations team to deliver superior human-at-the-helm performance and stability for its customers. Apiphani is backed by Insight Partners, a premier private equity partner to high-tech companies.

The Opportunity

Apiphani partners with global systems integrators (GSIs) and global managed service providers (MSPs) to deliver SAP managed operations under the provider’s brand. Through white-label, subcontract, and embedded service agreements, Apiphani operates a portfolio of the provider’s SAP customers, giving the provider additional capacity, stronger delivery margins, faster time to market for AI-driven managed operations, and the compliance expertise required to serve customers in commercial-regulated-industries.  

We are hiring a Global Alliance Director to build this business. You will identify the providers where Apiphani can deliver the greatest value, develop relationships with their executive leadership, and lead the structuring and negotiation of agreements through close.

What You’ll Do

• Identify and prioritize GSIs and global MSPs whose enterprise customer base includes SAP estates, with a large presence in commercial-regulated industries, but a lack of expertise / resources needed to manage compliance-heavy SAP estates.
• Build and maintain relationships with the provider executives who own managed operations, alliances, and finance, as well as the account leaders responsible for regulated-industry customers.
• Qualify prospective providers against Apiphani’s partner fit standards, including the scale of the capability gap, the economics for both parties, executive sponsorship, and the provider’s readiness to transition accounts to a subcontractor.
• Position Apiphani’s managed intelligence capability to the provider’s technical and delivery leadership, with support from Solution Engineering and Product.
• Lead the negotiation of white-label, subcontract, and embedded service agreements, including account commitments, pricing and margin structure, service levels, exclusivity, and intellectual property protection.
• Confirm delivery capacity for committed account volumes before agreements are executed.
• Transition executed agreements to partner management for onboarding and expansion.
• Achieve and exceed an assigned revenue quota.
• Bring market insight back to the business on competitive activity, provider strategy, and demand trends in SAP managed operations.

What You’ll Sell
The following services delivered for a portfolio of the company's customers under their brand, through white-label, subcontract, or embedded service agreements:

• SAP managed services for complex SAP estates, delivered by our operations team with Luumen, our proprietary Agentic AI platform.
• Advanced application management for the company's SAP Cloud ERP (RISE with SAP) customers, where SAP operates the infrastructure and much of the application layer remains the customer’s responsibility.

What You Bring

• 12+ years in a revenue-producing role (enterprise sales, channel sales, or alliance management) working with or for GSIs or global MSPs, with a documented record of meeting or exceeding quota.
• Established senior relationships with decisionmakers at GSIs or global MSPs.
• A strong understanding of MSP economics, including P&L, delivery margin, utilization, and subcontract commercial structures.
• Experience selling managed services or adjacent technology or establishing commercial agreements with a GSI or global MSP.
• A track record of closing complex, long-cycle agreements, including commercial negotiation with large enterprises.
• Enough familiarity with SAP and its core offerings to engage credibly with a provider’s delivery leadership.
• Bachelor’s degree.
• Ability to travel up to 40%.

Bonus Points
Experience selling to, or managing partnerships with, companies in regulated industries such as aerospace and defense, energy, or ITAR manufacturing.

Compensation
Base salary of $175,000 – $225,000, depending on experience, with a 60/40 base-to-variable compensation structure. Variable compensation is tied primarily to closed revenue, with a defined portion tied to market development milestones during the first year.

Location and Travel
Remote within the United States, with travel up to 40% to partner locations.

Base Salary $175,000 — $225,000 USD

Company Benefits*

• Medical/dental/vision - 100% paid for employees, 50% paid for dependents
• Life and disability - 100% paid for employees
• 401K - 3% contribution, no employee contribution necessary 
• Education and tuition reimbursement
• Accident, critical illness, hospital indemnity benefits offered through our providers
• Employee Assistance Program 
• Legal assistance
• Paid Time Off - up to 6 weeks per year 
• Sick Leave - up to 2 weeks per year
• Parental Leave - up to 12 weeks 

*Benefits listed in the job description apply to employees working in the United States. For international employees, Apiphani partners with an Employer of Record, Deel , and provides all statutory benefits required under local law; certain U.S.-specific programs (such as EAP, legal assistance, etc.) may not be available outside the United States. The specific benefits package will be outlined in the local employment agreement issued through Deel.