[Hiring] Director, Strategic Alliances: SAP & Tech Ecosystem @Onapsis

Role Description

At Onapsis, we believe that the world’s most important applications deserve the world’s best security. We are looking for a Director of Strategic Alliances to lead our primary growth theater in the Americas.

In this role, you will be the primary architect of our relationship with SAP , our most critical strategic partner. You will focus on high-impact execution within the current core market while building a "Better Together" ecosystem with disruptive technology leaders like CrowdStrike , Zscaler , and BlackLine . You aren't just managing partners; you are building a force multiplier for our sales organization.

Your Impact (Success Metrics)

• Orchestrate the SAP Power-Play: Own the regional SAP relationship. This means navigating the SAP Store, aligning with SAP’s "Rise" and "Grow" motions, and ensuring Onapsis is the "de facto" security choice for every S/4HANA migration.
• Drive Co-Sell Revenue: You will be accountable for partner-sourced and partner-influenced pipeline. You will work hand-in-hand with our Account Executives to close multi-cloud, cross-platform deals within the enterprise space.
• Scale Through Innovation: Identify and activate high-growth tech alliances (EDR, Zero Trust, Finance Automation) to create integrated solutions that solve complex customer challenges.
• Strategic Expansion: While the immediate focus is on scaling current market leadership, you will be responsible for laying the groundwork and blueprinting the strategy for LATAM as a long-term growth objective.
• Be the Chief Evangelist: Represent Onapsis at major industry events (SAPPHIRE, Dreamforce, Black Hat) to position our integrated value proposition to executives and practitioners.

Qualifications

• You are a high-energy leader with a "Trailblazer" mindset.
• Strategic Orchestrator: You can map out a complex 12-month alliance roadmap but aren't afraid to jump on a call to help a partner rep move a deal forward today.
• Ecosystem Veteran: You have a deep understanding of how the "Big 3" (SAP, Salesforce, Oracle) operate. You know how to find the "win-win" in a sea of competing priorities.
• Collaborative Influencer: You work seamlessly across Product, Marketing, and Sales to ensure our partners have the tools, the message, and the motivation to win.

Requirements

• Experience: 10+ years in Alliances, Business Development, or Channel Management within a high-growth SaaS or Cybersecurity environment.
• The "SAP Edge": Proven experience navigating the SAP ecosystem, specifically around S/4HANA migrations and SAP’s internal sales motions.
• Network: An existing "rolodex" of contacts within the Cybersecurity (CrowdStrike, Zscaler) or Fintech (BlackLine) space.
• Leadership: Experience managing cross-functional initiatives and influencing stakeholders without direct authority.
• Vision: Ability to design a scalable partner model that can eventually be exported to emerging markets like LATAM.

Benefits

• Flexible work options
• Competitive compensation, benefits, and stock options
• Opportunities for professional development and advancement