General Manager, Icertis
SAP Global Alliance
$310-470k
OTE
$180-280k
BASE
+ Equity (RSUs) and shared ownership in the company (OTE 60/40)
More information about location
AI-powered contract management & intelligence platform
Job no longer available
AI-powered contract management & intelligence platform
1001+ employees
Job no longer available
$310-470k
OTE
$180-280k
BASE
+ Equity (RSUs) and shared ownership in the company (OTE 60/40)
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 5+ years demonstrated success in enterprise SaaS sales and 10+ years in business development with an outstanding “Builder” mentality and execution track record
- Minimum 5+ years working directly with or for SAP in the partner ecosystem
- Current relationships with SAP sales leaders and teams
- Outcomes driven, detailed oriented, problem solver
- Demonstrated, referenceable experience leading the development, negotiation and closing of complex, cloud software partner deals with proven ability to open doors, network, and forge relationships
- Strong program and project management skills, ability to direct cross-functional processes and teams
- Excellent listening, communication, presentation, problem solving, and time management skills with a record of sound business logic
- Enthusiasm, energy, creativity, and drive; Proven self-starter with a deep sense of urgency to drive smart actions and outcomes
- Technical or business undergraduate degree required; MBA preferred
What the job involves
- The Alliance and Partner team at Icertis is responsible for generating revenue by working with leading ISVs (independent software vendors) and SI partners to build top of funnel pipeline and execute joint sales motions and marketing strategies to grow market share and differentiate Icertis in the market
- Reporting to the Vice President, Global SAP Alliance, the GM role serves as the global leader for Icertis' partnership with SAP, driving our field strategy and execution to optimize value and impact to one of our largest and most strategic partners
- It is a builder opportunity for someone excited to work closely with a leading global software company in creating and growing our joint revenue
- Grow our successful alliance with SAP by generating and executing a global win-win go-to-market (GTM) strategy
- Drive pipeline with and through SAP; carry a global quota; Develop and execute joint GTM plans with quarterly/monthly reviews and achieve sourced/influenced leads, logos, and subscription revenue
- Expand and grow our partnership with SAP’s ISBN and Market Unit (IAE’s) sales teams
- Present (virtual and onsite) the Icertis value proposition to SAP sales teams to drive net new pipeline
- Develop and grow relationships with SAP’s partner teams, sales leadership, solution engineers, solution managers, industry teams, etc
- Drive partner sales outcomes through Icertis' matrixed partner sales organization
- Identify and propose new ways to GTM with SAP
- Collaborate with Icertis Product teams to develop and execute a vision for solution integration across SAP's comprehensive enterprise platform
- Drive high impact opportunities with SAP to deliver differentiated joint solutions with Icertis’ industry leading Enterprise Contract Lifecycle Management (CLM) platform
- Collaborate with Icertis’ Sales to drive high-impact and effective co-selling motions for win/win results
- Develop/deliver the supporting sales enablement training, assets, and materials
- Work closely with Marketing to drive joint thought leadership and lead-generating campaigns
- Develop joint annual partner business plans and quarterly sales plans to establish joint commitments
- Drive regular business and pipeline review cadence track progress and execute appropriate actions
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 and is using its 2022 VC from German multinational SAP to deepen the integration between the two companies' software tools. Alongside a range of other lucrative partnerships, Icertis has gained further attention due to its winning the 2023 Artificial Intelligence Excellence Award, led by Business Intelligence Group.
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
Samir Bodas
(Co-Founder & CEO)Before co-founding Icertis they held multiple leadership roles at Microsoft, and was CEO of two IT services firms, Disha Technology and Aztecsoft, overseeing rapid growth followed by successful exits.
Monish Darda
(Co-Founder & CTO)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).
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