SAP Alliance Lead

Tata Technologies; Mumbai, Pune District, Bengaluru; On-site; INR 4,500,000 - 6,500,000; Full time

Job summary

Tata Technologies is seeking an experienced SAP Alliance Lead to drive joint business growth and scale our strategic partnership with SAP. You will lead GTM initiatives, enable sales teams, and develop value propositions across SAP solutions including RISE with SAP, GROW with SAP, and SAP BTP.

The role focuses on executive relationship management, governance, and joint demand generation to deliver measurable revenues through SAP-led opportunities across global markets.

Qualifications

• Experience in managing strategic technology partnerships.
• Proven track record in joint GTM planning and revenue growth.
• Strong stakeholder management across regional and global teams.
• Ability to build and execute executive-level governance and reporting.

Responsibilities

• Own SAP alliance revenue targets across global markets.
• Develop and manage joint value propositions and go-to-market plans.
• Drive executive alignment with SAP leadership and partners.
• Enable sales and delivery teams with SAP-enabled assets.
• Lead demand generation and co-branded campaigns with SAP.
• Governance: weekly/monthly cadence calls and quarterly reviews.
• Track pipeline, revenue, and pipeline progression with dashboards.

Skills

SAP alliance management

Executive relationship management

Go-to-market strategy

Sales enablement

Education

MBA or MBA-equivalent in business/tech management

Tools

CRM systems

SAP Partner Edge

Job description

We are seeking an experienced and high performing global SAP Alliance Lead to build, manage and scale our strategic partnership with SAP. The role is responsible for driving joint business growth, creating qualified pipeline, enabling sales team, developing go-to-market (GTM) strategies and delivering measurable revenues through SAP- lead opportunities.

This role will be responsible for strengthening the SAP relationship through building joint value propositions across key solution areas such as RISE with SAP, GROW with SAP, Business AI, and SAP BTP.

Key Responsibilities

1. Revenue & Pipeline Growth (Primary KPI)

• Own SAP alliance generated revenues targets across global markets
  • Work closely with Sales teams to:
    • Identify SAP-influenced opportunities
    • Drive co-sell motions
    • Improve win rates in SAP-led deals
• Build annual SAP business plans with revenue commitments
  • Develop qualified sales pipeline through TTL and SAP field teams
  • Identify joint target accounts and whitespace opportunities
  • Own and conduct quarterly pipeline reviews
  • Build 3X pipeline of revenue targets
• Increase wallet share across existing SAP customers
• Track and report:
  • Create executive dashboards on SAP alliance performance
  • Pipeline influenced by SAP
  • Revenue from SAP channels
  • Deal progression and conversion

2. SAP Partnership & Executive Relationship Management

• Own and manage the strategic relationship with SAP across regional and global stakeholders
• Act as the single point of contact (SPOC) for SAP alliance-related initiatives
• Drive executive alignment with SAP leadership including Industry VPs, Ecosystem Directors, and Account Executives
• Ensure compliance with SAP Partner Edge program requirements (Sell, Service, Build, etc.)

3. Go-To-Market (GTM) Strategy & Execution

• Define and execute joint GTM plans with SAP aligned to priority offerings:
  • RISE with SAP (ECC S/4 transformations)
  • GROW with SAP (Public Cloud)
  • SAP Business AI / Joule
  • SAP Digital Supply Chain, BTP
• Identify and build joint value propositions, solution offerings, and industry plays
• Drive pipeline creation through joint campaigns, events, and account targeting

4. Sales Enablement & Capability Development

• Drive SAP-related enablement programs across Sales, Pre-sales, and Delivery teams
• Ensure alignment on:
  • Certifications (Public/Private Cloud, BTP, Solution Consultant)
  • Competency build-up and partner program compliance
• Promote adoption of SAP tools, assets, and messaging frameworks

5. Marketing & Demand Generation

• Collaborate with Marketing for:
  • Joint campaigns with SAP
  • Thought leadership (case studies, whitepapers, executive round tables, industry events, digital demand generation)
  • Participation in events such as SAP Sapphire, ASUG, SAP Now
• Drive co-branded positioning and PR activities

6. Ecosystem & Industry Focus

• Strengthen positioning in key verticals such as:
  • Automotive
  • Industrial Manufacturing / IHM
  • Aerospace
• Collaborate with SAP and partner ecosystem to build industry-led solutions

7. Governance & Reporting

• Establish regular governance with SAP:
  • Weekly/Monthly cadence calls
  • QBRs and executive reviews
• Provide structured updates to leadership on:
  • Partnership progress
  • GTM outcomes Revenues and pipeline
  • Risks and opportunities