[Hiring] Partner Director @MyWave.ai

Role Description

We are looking for a commercially driven Partner Director to own our key SAP ECC and S/4HANA partners across the East Coast of the USA and EMEA. This role reports to the MyWave Chief Revenue Officer. You will be based in the USA, ideally on East Coast time, so you can cover partner headquarters on the East Coast in the morning and EMEA in the same working day.

Your partners are the SAP practices of GSIs, SIs and specialist SAP consultancies and the third-party systems that sit around SAP in their customers' estates - Oracle, Microsoft, Salesforce, ServiceNow and similar. Our commercial model with these partners is simple: they sign with MyWave, buy at wholesale consumption pricing, and build and sell agents wrapped in their own services. Your job is to turn those agreements into enabled practices, named opportunities and recurring revenue.

This is a hands-on role. You will set the partner plan, build executive relationships, align with SAP's field teams, and work directly on opportunities with the partner through to close, bringing our Presales and Agentic CoE teams in behind you. You will not inherit a mature channel. You will help build it.

What You'll Own...

• Own partner-sourced and partner-influenced revenue, pipeline, forecast and partner performance for SAP ECC and S/4HANA partners across the East Coast USA and EMEA, with clear operating visibility and accountability.
• Build and run joint go-to-market plans with each key partner's SAP practice: target accounts, named opportunities, executive sponsors, enablement milestones and revenue outcomes.
• Align with SAP field and partner teams on RISE with SAP, GROW with SAP and SAP Business AI so MyWave is positioned in the right lane - working with Joule and extending it, and solving what standard SAP doesn't fit - and co-sold rather than sold around.
• Work opportunities directly with the partner from qualification to close: develop the business case, position the agents, shape the commercial terms and the statement of work, and share accountability for the outcome.
• Manage the full partner lifecycle: qualification, commercial alignment, contracting, onboarding, enablement with the Agentic CoE, joint selling, growth and retention.
• Extend partner coverage from SAP into the third-party systems their practices also run - Oracle, Microsoft, Salesforce, ServiceNow - so one agent estate covers the whole customer landscape.
• Recruit and sign additional GSI, SI and specialist SAP partners where there is a clear route to revenue.
• Coordinate Presales, the Agentic CoE, Marketing, Product and executive leadership behind each partner so the partner gets one consistent MyWave experience.
• Maintain accurate CRM data, pipeline stages, forecasts, activity plans and executive reporting; drive decisions on evidence and agreed next actions.
• Represent MyWave at SAP and partner events, executive briefings, industry forums and strategic customer meetings in the US and EMEA.
• Capture partner and market insight and turn it into recommendations for positioning, enablement, product priorities and investment.

Qualifications

• Significant experience in a senior partner, alliances, channel or business development role in enterprise software, with a track record of generating measurable pipeline and revenue through GSI and SI partners.
• Deep knowledge of the SAP ecosystem and an established network across SAP ECC and S/4HANA practices in North America and EMEA, including the people who run those practices.
• Experience selling with and through SAP - RISE, GROW, SAP PartnerEdge, the SAP Store - and working alongside SAP field teams.
• Experience owning commercial targets, building forecasts, managing complex pipelines and closing enterprise opportunities with partners.
• Executive presence and the ability to influence senior partner, SAP and customer stakeholders through clear commercial insight and credible follow-through.
• Strong negotiation, relationship management and joint business planning skills.
• Comfortable working across US and EMEA markets, cultures and time zones from a remote base.
• A proactive, entrepreneurial approach with the discipline to work independently, prioritise and deliver in a fast-growing company.
• Genuine interest in agentic AI and the changing enterprise technology landscape.
• Based in the USA, ideally on East Coast time, with the right to work and able to travel across the US and to EMEA as partners and pursuits require.

Bonus Points...

• Experience building or materially improving a partner programme at an early stage or during rapid growth.
• A network that extends into the Oracle, Microsoft, Salesforce or ServiceNow practices of the same partners.
• Experience launching a new enterprise software category or selling emerging technology through partners.
• Familiarity with partner-led deployment, customer adoption and consumption-based recurring revenue models.