Director of Solutions Advisory, Icertis
SAP & Partner Enablement
$225-295k
OTE
75/25. + Annual sales target incentive bonus, an equity component is included in the compensation package
More information about location
AI-powered contract intelligence
Open for applications
AI-powered contract intelligence
1001+ employees
Open for applications
$225-295k
OTE
75/25. + Annual sales target incentive bonus, an equity component is included in the compensation package
More information about location
1001+ employees
Company mission
To empower companies to realize the full intent and higher purpose of every contract, so they can build trust, strengthen bonds, and create a better world.
Role
Who you are
- Minimum of 3 years of experience in customer-facing roles, preferably in enterprise software, solutions consulting, presales, or partner enablement
- Advanced-to-expert proficiency in SAP Ariba is required, including strong functional knowledge of SAP Ariba Sourcing, Procurement, and Contracts
- Demonstrated experience positioning, demonstrating, or implementing SAP Ariba solutions in complex enterprise environments
- Strong understanding of SAP Ariba business processes, procurement workflows, supplier management, and integration touchpoints with SAP and third-party enterprise applications
- Ability to explain how Icertis contract lifecycle management solutions complement SAP Ariba and deliver additional business value
- Experience working with SAP's partner ecosystem, strategic technology partners, or global system integrators
- Strong knowledge of contract lifecycle management, enterprise software, and evolving AI technologies
- Proven ability to coach, train, and enable sales and presales professionals to effectively position and demonstrate enterprise software solutions
- Exceptional communication, presentation, and facilitation skills, with the ability to engage audiences ranging from individual contributors to senior executives
- Strong business acumen and the ability to translate complex customer requirements into compelling business solutions
- Experience developing enablement programs, sales playbooks, training materials, and repeatable methodologies
- Ability to assess partner capabilities, identify development opportunities, and measure enablement effectiveness
- Strong collaboration skills with the ability to work across Sales, Partner Alliances, Product, and technical teams
- Proven leadership skills with the ability to influence, inspire, and build programs from inception to scale
- A proactive, self-motivated individual who takes ownership, demonstrates initiative, and thrives in a dynamic environment
- Willingness and ability to travel domestically and occasionally internationally to support partner and business initiatives
What the job involves
- As the Director, Solutions Advisory – SAP & Partner Enablement, you will play a pivotal role in driving Icertis' success by supporting our sales organization and enabling our strategic partner ecosystem, with a particular focus on SAP and SAP Ariba
- This role combines traditional Solutions Advisory responsibilities with a strong focus on partner advisory, coaching, and enablement
- You will leverage your advanced-to-expert knowledge of SAP Ariba and enterprise procurement processes to help internal sales and presales teams, SAP, and our strategic partners effectively position, demonstrate, and sell Icertis solutions
- A key responsibility will be developing and delivering structured, repeatable enablement programs that strengthen partner capabilities and improve sales effectiveness
- This includes coaching, advising, preparing, and teaching partner teams how to articulate the value of Icertis, conduct effective customer discovery, position Icertis alongside SAP Ariba and the broader SAP ecosystem, and deliver compelling solution demonstrations
- You will also drive innovation and thought leadership, stay current on industry and AI technology trends, and develop strategic solutions that address evolving customer needs
- The ability to communicate and present effectively to all levels of an organization is fundamental to this role
- This position is based in North America and may require occasional international travel to support SAP and partner enablement, strategic engagements, and business initiatives
- Solutions Advisory & Sales Support
- Provide expert demonstrations of Icertis core and related solutions, including use cases involving SAP Ariba and the broader SAP ecosystem
- Leverage advanced-to-expert SAP Ariba knowledge to articulate how Icertis complements and extends SAP procurement and contract management capabilities
- Support strategic sales opportunities through customer discovery, solution positioning, demonstrations, and value-based selling
- Collaborate with sales and product teams to understand customer requirements and develop tailored solutions across Icertis and SAP environments
- Demonstrate a strong understanding of SAP Ariba Sourcing, Procurement, and Contracts, including relevant business processes, integration points, and customer use cases
- Translate complex technical capabilities into clear business value propositions for both technical and executive audiences
- Maintain a strong understanding of contract lifecycle management, emerging AI technologies, and enterprise procurement trends
- Build and maintain strong relationships with customers and internal stakeholders
- SAP & Partner Advisory and Enablement
- Serve as a trusted advisor to SAP and other strategic partners, helping their sales and presales teams effectively position and sell Icertis solutions
- Apply advanced-to-expert SAP Ariba expertise to coach partners on solution positioning, integration value, competitive differentiation, and joint Icertis-SAP customer scenarios
- Coach, advise, prepare, and teach partner teams how to conduct customer discovery, articulate business value, deliver compelling demonstrations, and confidently position Icertis solutions
- Develop and execute structured, scalable, and repeatable partner enablement programs across regions
- Conduct hands-on workshops, solution demonstrations, training sessions, and sales readiness activities for SAP and other partner organizations
- Develop and maintain enablement assets, including demonstration scripts, presentations, solution playbooks, click-through demonstrations, and supporting materials
- Enable partners on Icertis' SAP Solution Extension (SolEx) offerings, including positioning, value propositions, relevant SAP Ariba use cases, and joint go-to-market messaging
- Assess partner capabilities, identify knowledge and skills gaps, and develop targeted enablement plans to improve partner readiness
- Collaborate with Partner Alliances, Sales, Product, and Solutions Advisory leadership to align enablement activities with strategic priorities and revenue objectives
- Support joint go-to-market initiatives and partner-led sales opportunities, helping partners become more confident and self-sufficient in positioning and demonstrating Icertis solutions
- Establish and track enablement metrics, including partner participation, readiness, proficiency, adoption, and contribution to pipeline development
- Drive continuous improvement of partner enablement programs based on feedback, performance metrics, and evolving business needs
- Innovation & Strategic Execution
- Drive innovation and thought leadership by staying current on SAP Ariba developments, SAP's broader technology roadmap, AI advancements, and enterprise contract management trends
- Identify opportunities to improve sales and presales effectiveness through new methodologies, tools, and enablement approaches
- Develop scalable processes and best practices that support consistent execution across internal and partner teams
- Work cross-functionally to ensure alignment between partner enablement, sales execution, and business outcomes
- Maintain Icertis' standards of professionalism, collaboration, and integrity
Our take
As part of its pitch, Icertis cites World Commerce & Contracting research which shows that optimized contract development and management can save companies an average of 9% of their annual revenue. It may seem that the company is targeting small margins, but with customers including Google, Microsoft, and Johnson & Johnson, the real numbers are huge.
The 2009-founded company offers a comprehensive range of products to manage every stage of a contract lifecycle from setup to approval and reporting, but its main value differentiator might be its AI applications, which can analyze previous negotiations at scale and visualize deep data insights on performance.
The company has seen a steady stream of investment since its founding, part of which it has used to deepen integrations with its software partners. It won the 2023 Artificial Intelligence Excellence Award, led by Business Intelligence Group, and entered 2026 off a record year for new business growth. This showcases the immense value it delivers to the sector.
Steph
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 8 rounds)
Mar 2025
$50m
LATE VC
Oct 2022
$75m
CONVERTIBLE
Total funding: $416m
Company HQ
Bridle Trails, Kirkland, WA
Leadership
Monish Darda
(Co-Founder & Chief Mentor)Co-inventor of two patents in cloud resource management and provisioning. Led a string of successful ventures prior to co-founding Icertis, including the launch of BladeLogic’s India R&D (acquired by BMC Software).
Anand Subbaraman
(CEO)Joined the company as COO in 2024, becoming CEO in 2025. Was SVP of Product then President at BrowserStack, SVP and GM at Finastra, and VP of Product at Oracle where they worked for 17 years.
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