SAP Alliance Director

At Fujitsu, we're on a mission to create a more sustainable world by building trust in society through innovation. Since our inception in Japan in 1935, Fujitsu has consistently been at the forefront of technological advancement. Today, we stand as a global leader in digital transformation, dedicated to reshaping businesses and society in the digital age.

What truly sets us apart is our family of nearly 130,000 dedicated employees that spans over 50 countries, forming a diverse and dynamic community. We are committed to helping our employees grow and develop their careers. We believe that everyone has the potential to achieve great things, and we are dedicated to providing the resources and opportunities that our employees need to succeed.

We invite you to take the next step in your career journey and apply. Thank you for being a part of Fujitsu. We look forward to growing together toward a brighter future.

Are you eager for success, not afraid to drive change, sales orientated and like visibility? Can you bring organizations and teams together to achieve goals? Do you want to be proud to work for a company that respects its people and is at the forefront of technology? We are looking to grow our team with committed people to manage and grow our strategic partnerships with world-class organizations across the region.

We are looking for an SAP Alliance Director to provide leadership and grow all aspects of Fujitsu’s strategic partnership with SAP. The role involves driving partnership standards across the region, providing global and regional leaders with a clear view of the partnership’s vibrancy, and creating and executing our joint go-to-market strategy across the North America business.

The SAP Alliance Director is responsible for accelerating Fujitsu’s SAP-related business by aligning SAP strategy, Fujitsu capabilities, and field execution. The role serves as Fujitsu’s senior alliance leader for SAP, driving executive engagement, market influence, joint go-to-market initiatives, sales alignment, strategic pursuits, and business growth.

You exhibit a winning passion for excellence, accountability, customer obsession and continuous learning with SAP. To inject energy and drive across both organizations, you will need to build trusted partnerships with stakeholders at SAP across sales, partner, services, industry, executive and regional teams. The role works closely with Fujitsu sales, delivery, marketing, offering and executive teams and serves as the primary connector between SAP priorities, Fujitsu strategy and regional execution.

Key Accountabilities

Alliance Strategy

• Provide leadership to Fujitsu’s global and regional teams to actively shape and contribute to Fujitsu’s SAP partner strategy.
• Engage directly with SAP across the business, including senior executive level, account teams, partner organization, services, industry and regional leadership.
• Create and execute a 360-degree alliance plan, owning the partner business plan between Fujitsu and SAP.
• Provide governance and management visibility globally and regionally to leadership teams, internally and with SAP.
• Lead strategic discussions, including prioritization, negotiation and problem-solving, to drive the partnership’s success.
• Accountable for forecasting and management of joint revenue targets and supporting business development activity between the organizations.
• Bring SAP’s sales organization together with Fujitsu’s to grow the business, increase referrals from SAP to Fujitsu and improve joint partner sales execution.
• Provide regional proposals, market feedback and alliance recommendations to Fujitsu HQ business units and other stakeholders as required.

North American Alliance Relationship

• Lead strategic discussions with Fujitsu’s North American business leadership across delivery, marketing, sales, offering, support and executive teams to ensure close alignment with regional business strategy and growth priorities.
• Lead senior-executive level engagement with SAP to create and drive strategic alignment in North America and connect regional priorities with headquarter-level engagement between Fujitsu and SAP.
• Accountable for the alliance and go-to-market strategy in North America for SAP, including business development, partner relationship management, internal partner championing, matrix management, co-marketing and business review management.
• Leverage partner investment strategically for portfolio development, deal support, marketing, enablement and incentives to help grow the business.
• Identify and analyze market-specific business opportunities with SAP and implement them with the appropriate Fujitsu business lines.
• Support major pursuits by securing SAP sponsorship, executive engagement, references, solution expertise and partner investment.
• Increase SAP awareness of Fujitsu’s capabilities, offerings, references and transformation expertise.

Core Skills

• SAP expertise - deep knowledge of and demonstrated success working within the SAP ecosystem, ideally including SAP partner programs, SAP sales motions, SAP services, cloud ERP, Business AI and transformation offerings.
• Commercially savvy - strong analytical, commercial and negotiation skills with a clear understanding of pipeline creation, revenue influence, partner economics and measurable business outcomes.
• Team player - experience building and leading virtual teams with an engaging personality that creates energy, shared ambition and focus across organizations.
• Understanding of market - aware of business trends impacting enterprise technology, cloud transformation, AI, ERP modernization and the SAP services market.
• Desire to win and naturally competitive - resilient and inspired by an innate motivation to achieve results.
• Passion for excellence - able to get the job done, with strong relationship management and communication skills at senior executive level.
• Situationally self-aware - tailors communication style and message to ensure maximum impact with different audiences and can operate in multi-cultural and global business environments.
• Track record of success - history of success in IT services, consulting, enterprise software, sales, business development or strategic alliances.

As of the date of this posting, a good faith estimate of the current pay scale for this position is:

• $161,520 to $226,128 USD

Placement in the range depends on several factors such as experience and skills and may change over time. Additionally, this role may be eligible for an annual bonus, which is based on individual achievement.

We comply with all applicable minimum wage laws.

Benefits available include:

• Medical, vision, and dental insurance,
• Life insurance,
• Short-term and long-term disability insurance,
• 401k
• Paid Time Off
• Any leave required under federal, state, or local law, as applicable, such as leave under the Colorado Healthy Families and Workplaces Act.

Benefits are subject to vesting and eligibility requirements.

Applications are being accepted on an ongoing basis.

At Fujitsu, we are committed to creating a diverse and inclusive workplace where everyone feels valued and respected. We believe that diversity and inclusion are essential to our success, and we are committed to creating an environment where all employees can thrive.

We are an equal opportunity employer and prohibit discrimination and harassment of any kind based on race, color, religion, sex, national origin, age, disability, marital status, sexual orientation, gender identity or expression, genetic information, veteran status, or any other characteristic protected by law.

We believe that everyone has something to contribute, and we are committed to creating a workplace where everyone can reach their full potential.

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