Director - SAP Alliance (North America)

Leadership Role in SAP Alliance Management

This is a high-impact leadership role for a seasoned alliance professional with deep relationships across SAP's sales, partner, and executive organization. The ideal candidate is a proven rainmaker who can transform SAP relationships into measurable business outcomes by creating and executing joint go-to-market (GTM) strategies, building executive alignment, generating qualified pipeline, and driving revenue growth.
The successful candidate will serve as the primary liaison between Bristlecone and SAP North America, influencing sales teams, account executives, solution advisors, industry leaders, and SAP executives to create new opportunities and strengthen our market position.
Responsibilities include:
Own and lead the North America SAP Alliance strategy for Bristlecone.
Develop and execute joint GTM plans with SAP to drive pipeline growth, bookings, and revenue.
Identify, qualify, and accelerate SAP-sourced opportunities across strategic accounts.
Build repeatable programs that increase Bristlecone's visibility, relevance, and influence within SAP.
Drive co-sell, co-market, and co-innovation initiatives with SAP teams.
Establish and maintain strong relationships with SAP Account Executives, Regional Sales Leaders, Industry Leaders, Partner Business Managers (PBMs), Solution Advisors, Customer Success Teams, and SAP Executive Leadership.
Build a robust SAP-originated and SAP-influenced pipeline.
Work closely with sales, delivery, and solution teams to convert opportunities into wins.
Facilitate executive-level engagement between Bristlecone and SAP leadership.
Track alliance performance metrics, pipeline contribution, bookings, and revenue impact.
Design and execute industry-focused GTM programs across Manufacturing, Life Sciences, Consumer Products, Retail, Automotive, and High-Tech sectors.
Collaborate with marketing teams on events, webinars, customer references, executive roundtables, and industry campaigns.
Identify emerging SAP initiatives and align Bristlecone offerings accordingly.
Promote Bristlecone capabilities across SAP Business Suite, BTP, AI, Supply Chain, ERP Transformation, and Digital Supply Chain solutions.
Act as the voice of SAP within Bristlecone and the voice of Bristlecone within SAP.
Collaborate with executive leadership, sales teams, practice leaders, and delivery organizations.
Provide strategic guidance on account planning and SAP ecosystem engagement.
Mentor alliance and business development team members.