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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.

• You will be the primary architect of our relationship with SAP, our most critical strategic partner.
• 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, navigate the SAP Store, align with SAP’s "Rise" and "Grow" motions, and ensure Onapsis is the "de facto" security choice for every S/4HANA migration.
• Drive Co-Sell Revenue: Accountable for partner-sourced and partner-influenced pipeline, working 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: Lay the groundwork and blueprint 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

• High-energy leader with a "Trailblazer" mindset.
• Strategic Orchestrator: Ability to map out a complex 12-month alliance roadmap.
• Ecosystem Veteran: Deep understanding of how the "Big 3" (SAP, Salesforce, Oracle) operate.
• Collaborative Influencer: Works seamlessly across Product, Marketing, and Sales.

Requirements

• 10+ years in Alliances, Business Development, or Channel Management within a high-growth SaaS or Cybersecurity environment.
• Proven experience navigating the SAP ecosystem, specifically around S/4HANA migrations and SAP’s internal sales motions.
• An existing "rolodex" of contacts within the Cybersecurity (CrowdStrike, Zscaler) or Fintech (BlackLine) space.
• Experience managing cross-functional initiatives and influencing stakeholders without direct authority.
• 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