AVP, SAP Partner Strategy & Programs (all genders)

The AVP, SAP Partner Strategy & Programs is responsible for transforming the strategic partnership between Icertis and SAP into a scalable, repeatable growth engine. This role drives the overall partnership strategy, executive alignment, joint go-to-market initiatives, and operational governance required to accelerate co-sell success and market expansion. Working closely with SAP and Icertis leadership, the AVP will identify growth opportunities, define joint priorities, and ensure alignment across regions, industries, and key transformation initiatives.

This highly cross-functional leadership role connects Alliances, Sales, Marketing, Solution Advisory, Delivery, and RevOps to create a consistent partner engagement model. The successful candidate will develop compelling joint value propositions, launch repeatable demand generation programs, establish pipeline governance, and equip field teams with the tools and messaging needed to drive measurable business outcomes. The ultimate goal is to make the SAP partnership strategically aligned, commercially impactful, and operationally repeatable.

This role does not include people management responsibilities and can be based in a hybrid working model from our London or Frankfurt office, or remotely from anywhere else in Germany.

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Responsibilities

• Define and execute the global SAP partnership strategy, including annual business plans, growth priorities, and executive engagement initiatives.
• Lead executive alignment and governance between SAP and Icertis to drive accountability, investment decisions, and partnership growth.
• Negotiate and manage SAP partnership agreements, amendments, and internal communication of contractual changes.
• Develop and maintain joint value propositions, sales plays, messaging frameworks, and partner positioning strategies.
• Design and deliver repeatable co-sell programs, account planning initiatives, demand generation campaigns, and partner-led growth motions.
• Establish pipeline governance, reporting standards, performance metrics, and executive dashboards to measure partnership success.
• Drive field activation and enablement programs that increase partner engagement, seller readiness, and pipeline generation.
• Partner with RevOps, Marketing, Sales, Solution Advisory, Delivery, and GSIs to execute strategic partnership initiatives and remove operational friction.
• Lead regular business reviews, pipeline inspections, and executive communications to evaluate progress and drive continuous improvement.
• Leverage AI-enabled tools and insights to enhance partner engagement, sales effectiveness, program execution, and operational scalability.

Qualifications

• Deep understanding of the SAP ecosystem, including SAP sales motions, partner programs, Solution Extensions (SolEx), and enterprise transformation initiatives.
• Proven success building and scaling strategic partnerships that drive measurable pipeline and revenue growth.
• Strong executive presence with experience engaging senior stakeholders across partner and customer organizations.
• Expertise in partner sales, alliance management, co-sell frameworks, and ecosystem-led growth strategies.
• Strong program management skills with the ability to lead complex cross-functional initiatives in a matrixed environment.
• Experience with pipeline management, forecasting, CRM reporting, and performance analytics.
• Excellent communication, presentation, negotiation, and stakeholder management skills.
• Strong AI mindset with the ability to apply AI technologies and automation to improve partner strategy, productivity, and commercial outcomes.