Senior Alliance Director (VARs & Infrastructure MSPs)

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, with 100% uptime in all production environments since 2023. Apiphani is backed by Insight Partners, a premier private equity partner to high-tech companies. The Opportunity The largest VARs and infrastructure MSPs serve thousands of enterprises running SAP, many of them facing the same deadline: SAP ECC end of maintenance. As trusted providers of their customers’ data center, hybrid cloud, networking, cybersecurity, and managed infrastructure, these firms are often among the first to learn when an SAP migration is on the horizon. Few have the SAP migration and managed services capability to pursue those opportunities themselves, especially in regulated industries like aerospace and defense, energy, and ITAR manufacturing. 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  What You Bring 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. Compensation Base salary of $165,000 – $200,000, depending on experience, with a 60/40 base-to-variable compensation structure. Variable compensation is tied to partner-sourced revenue. Location and Travel Remote within the United States, with travel up to 40% to partner sites, industry events, and customer meetings.   Base Salary $165,000 — $200,000 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.