Divisional Vice President, GSI & SAP Alliances

Summary

Join insightsoftware as the Divisional Vice President of GSI & SAP Alliances and play a pivotal role in managing and expanding alliances with Global Systems Integrators (GSIs), including the Big-4 and Accenture, and driving growth in the global SAP alliance. You will establish strategies, align internal and external stakeholders, lead joint sales efforts, and achieve revenue goals. Lead a team of regional sales managers and GSI alliance managers. This is a remote position reporting to the VP of Global Alliances & Partnerships. Responsibilities include GSI and SAP alliance leadership, strategy development, achieving quarterly and annual bookings, leading by example, team leadership, and cross-functional collaboration. The role requires significant experience in leading and expanding revenue-focused GSI alliances and joint go-to-market experience with SAP.

Requirements

• Minimum 8 years of experience in leading and expanding revenue-focused GSI alliances, with a track record of consistently achieving sizable, shared revenue goals
• Minimum 3 years of joint go-to-market or sales experience with SAP (preferably as an SAP Endorsed partner or SAP Solution Extension partner)
• Globally distributed team management experience is a must, with a proven ability to lead and consistently deliver sales pipeline and bookings results through strategic alliances & partnerships
• Strong strategic planning and business analytics skills, with a proven track record of developing and managing highly complementary collaboration models that produce sustainable revenue growth for all parties involved
• Demonstrated expertise in negotiations, joint sales and new business development with strategic alliances & partners
• Outstanding verbal and written communication skills
• Ability to travel internationally as needed

Responsibilities

• Own and expand insightsoftware's working relationships with the GSIs across AMER and EMEA, developing new license sales opportunities for insightsoftware and new service revenue opportunities for the GSIs
• Actively lead monthly, quarterly and annual business reviews with each strategic alliance
• Drive and hold all parties accountable to achieve the shared pipeline and bookings goals
• Lead and grow insightsoftware's global Solution Extension partnership with SAP, developing new license and managed service revenue opportunities
• Actively lead monthly, quarterly and annual business reviews with SAP, driving both parties to achieve the shared pipeline and bookings goals
• For each alliance, clearly define and agree on where we are going to collaborate together (i.e. market segment, target account, opportunity type, region/country, etc.) and how we are going to win together
• Take full responsibility for consistently achieving insightsoftware's quarterly and annual sales goals that are tied to the GSI and SAP alliances
• Actively demonstrate and model the way for insightsoftware's cross-functional teams who support the GSI and SAP alliances
• Effectively lead, coach and mentor a team of regional sales managers and GSI alliance managers (distributed across AMER and EMEA) for optimal performance
• Actively inspect and support every strategic joint pursuit to ensure the best deal velocity and outcome
• Develop effective working relationships with and collaborate seamlessly across the various functional teams within insightsoftware, to support our joint go-to-market and sales initiatives with the GSI and SAP alliances and ultimate achieve our shared business objectives

Benefits

Remote opportunity