Director Alliances ( SAP , AWS )
Director of Alliances – SAP & AWS
Location: London (Hybrid)
Type: Permanent
Level: Director
Overview
We are seeking a highly strategic and commercially driven Director of Alliances – SAP & AWS to lead and expand our partner ecosystem across two of the most critical technology platforms in the enterprise space. This role will be central to shaping and executing alliance strategies with SAP and AWS, driving joint go-to-market initiatives, and unlocking new revenue streams.
You will act as the senior relationship owner for SAP and AWS partnerships in the UK/EMEA region, aligning internal stakeholders across sales, delivery, and marketing to maximise the value of these alliances.
Key Responsibilities
Alliance Strategy & Leadership
- Define and execute the SAP and AWS alliance strategy aligned to business growth objectives
- Build multi-year partner roadmaps including joint investments, solutions, and co-sell initiatives
- Act as executive sponsor for key alliance relationships
Partner Relationship Management
- Develop senior stakeholder relationships within SAP and AWS (local and global levels)
- Position the organisation as a strategic partner of choice
- Lead governance frameworks including QBRs, executive steering committees, and joint planning
Go-to-Market & Revenue Growth
- Drive joint go-to-market (GTM) initiatives across sectors and service lines
- Identify and scale co-sell opportunities with SAP and AWS field teams
- Build and track pipeline generated through alliances, ensuring measurable revenue impact
Solution & Offering Development
- Collaborate with delivery and capability teams to build joint solutions (SAP on AWS, RISE with SAP, cloud migrations, etc.)
- Support development of industry-specific offerings and accelerators
Internal Alignment & Enablement
- Align internal sales teams with alliance priorities via enablement, incentives, and joint campaigns
- Work closely with marketing to drive partner-led events, campaigns, and thought leadership
- Ensure strong collaboration between partnerships, sales, and delivery functions
Performance & Governance
- Own alliance KPIs including pipeline, revenue, certifications, and partner tier status
- Track ROI on alliance investments and optimise performance
- Maintain compliance with SAP and AWS partner program requirements
Candidate Profile
Experience
- 10+ years’ experience in alliances, partnerships, or business development within consulting or technology services
- Proven track record managing SAP and/or AWS partnerships
- Demonstrated success in building revenue-generating partner ecosystems
- Experience operating at Director / Senior Leadership level
Knowledge
- Strong understanding of:
- SAP ecosystem (e.g. S/4HANA, RISE with SAP)
- AWS cloud platform and partner programs
- Enterprise IT transformation, cloud, and digital services
Skills
- Strategic thinker with strong commercial acumen
- Exceptional stakeholder management and influencing skills
- Strong sales and GTM orientation
- Ability to operate in a matrixed, fast-paced environment
Leadership
- Experience leading cross-functional teams and influencing without authority
- Strong executive presence with the ability to engage C-suite stakeholders
What Success Looks Like
- Measurable growth in joint pipeline and revenue with SAP and AWS
- Elevated partner status (e.g. advanced tiers, competencies, specialisations)
- High-impact joint offerings and market recognition
- Strong executive-level relationships within both partners
Why Join
- Opportunity to shape strategic partnerships at scale
- Work with leading enterprise technologies (SAP & AWS)
- High visibility role with direct impact on business growth
- Collaborative, innovation-driven environment