Director, Strategic Alliances: SAP & Tech Ecosystem (AMER)

About Onapsis:

Onapsis is the market leader in protecting the business-critical applications that power your organization. We provide the actionable intelligence, automated governance, and continuous monitoring capabilities needed to secure your SAP and Oracle E-Business Suite (EBS) environments. Our solutions enable customers to modernize, embrace the cloud, and innovate while staying protected and compliant.

Headquartered in Boston, with global operations, Onapsis serves over 300 leading brands, including many of the Global 2000. Through strategic alliances with firms like Accenture, Deloitte, IBM, Infosys, PwC, and Verizon, Onapsis solutions have become the industry standard for protecting mission-critical applications

The Role

At Onapsis, we believe that the world’s most important applications deserve the world’s best security. We are looking for a Director of Strategic Alliances to lead our primary growth theater in the Americas.

In this role, you will be the primary architect of our relationship with SAP, our most critical strategic partner. You will focus on high-impact execution within the current core market while building a "Better Together" ecosystem with disruptive technology leaders like CrowdStrike, Zscaler, and BlackLine. You aren't just managing partners; you are building a force multiplier for our sales organization.

Your Impact (Success Metrics)

• Orchestrate the SAP Power-Play: Own the regional SAP relationship. This means navigating the SAP Store, aligning with SAP’s "Rise" and "Grow" motions, and ensuring Onapsis is the "de facto" security choice for every S/4HANA migration.

• Drive Co-Sell Revenue: You will be accountable for partner-sourced and partner-influenced pipeline. You will work hand-in-hand with our Account Executives to close multi-cloud, cross-platform deals within the enterprise space.

• Scale Through Innovation: Identify and activate high-growth tech alliances (EDR, Zero Trust, Finance Automation) to create integrated solutions that solve complex customer challenges.

• Strategic Expansion: While the immediate focus is on scaling current market leadership, you will be responsible for laying the groundwork and blueprinting the strategy for LATAM as a long-term growth objective.

• Be the Chief Evangelist: Represent Onapsis at major industry events (SAPPHIRE, Dreamforce, Black Hat) to position our integrated value proposition to executives and practitioners.

The Ideal Candidate

You are a high-energy leader with a "Trailblazer" mindset. You understand that a partnership is only as strong as its last successful customer deployment.

• Strategic Orchestrator: You can map out a complex 12-month alliance roadmap but aren't afraid to jump on a call to help a partner rep move a deal forward today.

• Ecosystem Veteran: You have a deep understanding of how the "Big 3" (SAP, Salesforce, Oracle) operate. You know how to find the "win-win" in a sea of competing priorities.

• Collaborative Influencer: You work seamlessly across Product, Marketing, and Sales to ensure our partners have the tools, the message, and the motivation to win.

Minimum Requirements

• Experience: 10+ years in Alliances, Business Development, or Channel Management within a high-growth SaaS or Cybersecurity environment.

• The "SAP Edge": Proven experience navigating the SAP ecosystem, specifically around S/4HANA migrations and SAP’s internal sales motions.

• Network: An existing "rolodex" of contacts within the Cybersecurity (CrowdStrike, Zscaler) or Fintech (BlackLine) space.

• Leadership: Experience managing cross-functional initiatives and influencing stakeholders without direct authority.

• Vision: Ability to design a scalable partner model that can eventually be exported to emerging markets like LATAM.

Benefits:

• Flexible work options

• Competitive compensation, benefits, and stock options

• Opportunities for professional development and advancement

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