The Senior Director of Strategic Alliances – SAP, reports to the Sr. Director, Global Strategic Alliances Operations and is responsible for driving the strategic alliance with SAP and associated key partners. The partnership with SAP is a strategic growth engine for Skillsoft and efforts will translate to both significant reach and revenue.
This Senior Director of Strategic Alliances – SAP manages a global team of alliance account executives dedicated to SAP to drive revenue, cross-functional alignment, execution and GTM activities with both SAP and Skillsoft. In addition the Global Director will work successfully within SAP through building credibility, evangelizing the Skillsoft story, strategy and vision, and cultivating key executive relationships that result in mutual revenue achievement.
The role is measured on successful execution of the sales strategy, GTM plan and results generation from the partnership, and variable compensation calculated from a combination of validated pipeline of sales opportunities and closed order intake attributable to the SAP partnership globally.
· Manage global business development activities to drive pipeline, quantifiable results and meet reach and revenue objectives for both SAP and Skillsoft.
· Lead a global team of alliance account executives who will manage local sales interlock between SAP and Skillsoft sales teams.
· Manage success of the alliance account executive team including hiring, performance management, goal setting, and managing ongoing success of the team.
Be a subject matter expert on solutions associated with the partnership and articulate the customer, partner and sales value propositions.
Work with appropriate Skillsoft and SAP resources (field sales, marketing, product, alliances, technical, etc.) to execute GTM efforts.
· Own, track and report on all metrics important to the SAP relationship, including influenced and closed pipeline for the team. Prioritize and elevate visibility to key deals.
Work collaboratively with global Skillsoft sales leadership to ensure alignment and execution is seamless both internally and externally.
Facilitate the training and enablement of SAP resources ongoing to evangelize and communicate the business value of Skillsoft solutions to their customers.
Inspect SAP/Skillsoft engagements to ensure we are maximizing our revenue potential.
Evaluate SAP’s strategies and provide analysis and recommendations to Skillsoft management.
· Position is remote. Travel required up to 50% including co-working in regional SAP office(s) and travel to prospect/customer locations for joint sales calls/meetings, conferences, etc.
10+ years of experience and success operating within the enterprise software market
5-10+ years of experience working and navigating a partner ecosystem- including strategic alliances, resellers and system integrators
5-10+ years of experience managing sales and/or alliance team with proven track record of success in building and lead teams that delivery quantifiable sales results.
Significant sales experience with demonstrated track record of growing company revenue/exceeding assigned goals
Extensive knowledge of GTM models, including sell with, sell to, sell through, co-branding, and OEM
Proven experience with SAP preferred, specifically SuccessFactors and Solution Extension (SOLEX) relationships.
Seasoned business professional with proven experience developing and managing high value relationships
Bachelor’s degree or equivalent preferred
Exceptional problem-solver and influential collaborator that can conceptualize winning strategies, formulate strategic initiatives, and execute under tight timelines
Strong communication and presentation skills and ability to interface effectively with key stakeholders up to CxO levels
Creative, strategic-thinking mindset and the ability to translate strategy into actionable execution tactics that enable scalable business acceleration for Skillsoft
A role model for professional values and behaviors who always does the right thing for the company, employees, customers and partners
Customer focused and personally demonstrates that both external and internal customers are a high priority by identifying, and responding to their needs in a timely and efficient manner
Operates with a sense of urgency and combines the right balance of aggressiveness and competitiveness with a positive, winning attitude