As the Strategic Alliances Manager (SAM) for North America (NAMER), you will be a critical individual contributor responsible for accelerating the revenue growth of SmartRecruiters through the SAP partner ecosystem. You will be the primary owner within SmarRecruiters to engage with and prioritize SAP's reseller and Global Systems Integrator (GSI) ecosystem within the region. This is a high-impact role requiring a seasoned channel professional who can execute a regional strategy and build the capacity of our key partners. Key Areas of Responsibility 1. Strategy and Planning - Own, develop, and execute the North America SmartRecruiters partner strategy plan, ensuring alignment with global SmartRecruiters objectives and local SAP market unit priorities. - Define clear, measurable quarterly bookings targets across partner types, sub-regions, and key markets. - Collaborate closely with SAP Partner Business Managers (PBM) and Ecosystem Development Managers (EDM) to co-develop joint partner business plans, including go-to-market strategies and target account mapping. 2. Execution and Pipeline - Achieve or exceed quarterly bookings targets, with a focus on partner-led and partner-influenced revenue generation. - Maintain rigorous pipeline management and accurate forecasting with full visibility into partner-sourced and partner-influenced transactions. - Drive co-selling success by partnering with both SmartRecruiters and SAP Account Executives as required across the Enterprise and Corporate segments. - Ensure partners plan and execute demand generation activities to build a sustainable pipeline within their installed customer base and net-new territories. 3. Partner Development and Enablement - Identify, prioritize, and deepen relationships with: - Reseller Partners: Driving SmartRecruiters subscription transactions. - Services Partners: Building advisory and implementation delivery capacity. - Global Systems Integrators (GSIs): Influencing critical HR and recruitment technology decisions in major accounts. - Build regional partner capacity by ensuring access to enablement for Tier 1 partners, including regular engagement with their sales and pre-sales resources. - Continuously review partner performance, reallocating time and enablement investment to drive the highest-impact. - Collaborate closely with SAP partner managers who are ultimately responsible for managing partner performance ## Qualifications Required Skills and Experience - Proven track record of 5+ years in a channel, alliances, or partner sales role within B2B SaaS or enterprise software, consistently achieving bookings targets by selling through and with partners. - Expert-level understanding of indirect go-to-market models, including working successfully with resellers, services partners, and GSIs. - Demonstrated experience navigating and operating within large, matrixed enterprise partner ecosystems. - Exceptional executive communication, negotiation, and influence skills with both external partners and internal stakeholders. - Data-driven and disciplined approach to territory planning, pipeline management, and revenue forecasting. - 20% - 30% travel to attend partner meetings, internal team meetings, Preferred Experience - Background in HR Technology, Recruitment Technology, or adjacent enterprise applications. ## Additional Information SmartRecruiters strives to offer equitable and engaging compensation to our employees across the globe as we always seek to attract, motivate, and retain the right talent. We utilise a data-driven approach in order to remove biases in our decisions.