Director of Partner Sales, Icertis
+ RSUs
AI-powered contract intelligence
Job no longer available
AI-powered contract intelligence
1001+ employees
Job no longer available
+ RSUs
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
- We are looking for a strategic and entrepreneurial alliance leader with deep experience navigating the SAP ecosystem and executing partner-driven go-to-market strategies
- Proven experience managing and selling through partners within the SAP ecosystem, including collaboration with SAP field teams and Global System Integrators
- Strong understanding of SAP’s product portfolio, customer landscape, and sales motions. A well-established network within the SAP seller community is highly desirable
- Demonstrated success in business development, strategic alliances, or partner sales within enterprise software or SaaS companies
- Track record of success in solution-based and value-driven enterprise selling, including experience carrying or supporting a revenue quota
- Ability to identify market opportunities, build scalable partner strategies, and translate them into measurable pipeline and revenue results
- Exceptional communication, presentation, and relationship-building skills with the ability to influence stakeholders across complex, matrixed organizations
What the job involves
- The Alliances team at Icertis plays a critical role in accelerating revenue growth through strategic partnerships with leading Independent Software Vendors (ISVs), Global System Integrators (GSIs), and other ecosystem partners
- By executing coordinated sales motions, joint marketing initiatives, and partner-led go-to-market strategies, the team expands Icertis’ market reach and strengthens our competitive differentiation
- Reporting to the Vice President, SAP Partnership, the Director, Partner Sales – SAP Alliance will lead Icertis’ strategic engagement with SAP across the SAP Americas West or Americas East/Canada Market Unit
- This role is responsible for driving revenue through joint sales motions, building executive relationships across SAP and its ecosystem, and scaling the impact of one of Icertis’ most strategic partnerships
- This is an exciting builder role for someone passionate about partnering with a global software leader to develop new opportunities, close joint deals, and expand existing accounts
- You will work cross-functionally with Sales, Marketing, Product, and Customer Success teams to drive joint success with SAP
- This role is an individual contributor position with no direct people management responsibilities
- Partner Revenue Growth
- Drive license pipeline and revenue through joint go-to-market strategies with SAP
- Identify key market opportunities and develop targeted strategies across priority industry verticals to accelerate pipeline creation and deal conversion
- Territory and Account Planning
- Develop and execute a territory strategy aligned with Icertis sales targets and SAP market priorities
- Identify high-value accounts, analyze whitespace opportunities, and coordinate outreach with SAP sellers and ecosystem partners
- Co-Selling and Pipeline Development
- Lead and enable partner-led selling motions with SAP account teams
- Carry a revenue quota tied to partnership opportunities while actively driving joint pipeline growth
- Executive Relationship Management
- Build and maintain strong executive relationships across SAP leadership, field sales teams, and key ecosystem partners including GSIs and system integrators
- Lead regular joint business reviews to align strategy, pipeline, and execution
- Strategic Partner Management
- Own and grow the strategic alliance with SAP, including collaboration with teams across SAP Ariba, Industry Solutions, and Market Units, to create scalable and mutually beneficial go-to-market initiatives
- Sales and Partner Enablement
- Develop and deliver enablement programs that empower both Icertis and SAP sales teams to position and sell the Icertis Contract Intelligence platform within SAP customer engagements
- Product and Marketing Alignment
- Partner closely with Product Management and Marketing to align messaging, positioning, and joint campaigns that support SAP’s priorities and drive awareness and demand generation
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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