Director, SAP Alliances (East)

Strategy - Strategic Alliances Remote, United States


Description

The Director, SAP Strategic Alliances is responsible for guiding BlackLine’s strategic partnership with SAP. Responsibilities include driving incremental revenue and Go-To-Market (GTM) planning. The regional strategy and GTM plan will reflect global priorities and initiatives and will be aligned with our regional teams. He/she will subsequently be responsible for executing against that plan. Key areas of responsibility include Alliance Strategy & Planning, Industry & Account Targeting, Program Management / Delivery, Executive Alignment, Stakeholder Management and Alliance Marketing.

Responsibilities:

  • Deliver SAP revenue to achieve or exceed BlackLine’s SAP revenue goals in the region.
  • Develop alliance strategy and GTM plan for SAP accounts in the region.
  • Define mutually agreed outcomes/ metrics and obtain partner commitments in areas the region around business development, marketing, and sales.
  • Confirm priority industry segments and target accounts with partner alliance leads, and work regional sales leadership and sales executives to execute partner sales engagement plans – driving increased pipeline and closed sales.
  • Develop and execute well-defined, revenue-driving programs in cooperation with SAP’s and BlackLine’s regional sales leaders.
  • Drive mutually agreed business plans that continue growth of each region’s BlackLine SAP business. Confirm target outcomes via key metrics (Net new customers, FY bookings, customer success stories, etc.). 
  • Align top SAP executives (sales leads, enterprise performance management team leads, industry leads, client teams, etc.) with their BlackLine counterparts.
  • Actively promote SAP alliance value proposition within BlackLine, and the SAP’s organization. Function as a strong advocate for the alliance. Clarify & communicate highest impact metrics (growth, customer success, etc.).
  • Maintain accurate pipeline & results dashboards that communicate to key stakeholders the effectiveness of the alliance program and investments.
  • Orchestrate business performance reviews to assess operational metrics/effectiveness on a recurring (quarterly) basis with partner alliance leads, alliance team. 
  • Ensure effective and timely communications on relevant announcements, programs, and performance – with both internal and external stakeholders.
  • Work collaboratively with BlackLine’s product management team to ensure that it is aligned with the priorities of BlackLine and SAP’s field sales organizations
  • This is not intended to be an exhaustive list of duties or responsibilities; at times other duties may be assigned as needed. 
Qualifications:
  • 10+ years experience in Partner / Alliance Management managing ISV partners including experience with a variety of partner types preferred (e.g. ISVs, Global SIs, boutiques and Regional SI’s).
  • 5+ years experience in finance/accounting related business experience preferred
  • Understanding of sales, marketing, lead generation processes and key performance indicators / value drivers for large ISV organizations.
  • Practical experience in supporting the sale and marketing of solutions with ISV partner leads/P&L owners.
  • Track record of delivering measurable results, regularly meeting or exceeding targets. Priority given to experience driving influenced revenue or channel sales via partnerships with ISVs.
  • Strong executive presence & exceptional communication skills (verbal, written). Ability to rapidly engage a diverse audience of internal / external stakeholders and build consensus.
  • Demonstrated ability to build, lead and execute strategy in a collaborative environment.
  • Superior ability to build and maintain positive working relationships.
  • Exceptional analytical, organizational, and project management skills. Ability to quickly analyze and apply relevant information to make timely and critical decisions that affect cross-functional teams to increase program ROI and effectiveness.
  • Strong tolerance for ambiguity; ability to focus and execute in a rapidly changing environment, take charge and make things happen. Self-starter, with strong work ethic and personal drive and character qualities that match with company core values and inspires others to follow and act
  • Willingness to travel on as-needed basis globally.
  • Bachelor's degree