Global Alliance Director

Whitehall Resources; Massachusetts; Hybrid; USD 180,000 - 260,000; Full time

Job summary

Whitehall Resources Limited is seeking a Global Alliance Director to partner with a recognised consulting client on a full-time, permanent basis, in a hybrid setup with approximately 40% travel across the USA. You will identify ideal GSIs and MSPs, establish executive relationships, structure commercial arrangements, and close agreements to drive revenue for managed intelligence services.

The role requires 15+ years in alliance or revenue leadership, strong negotiation, and experience with

Qualifications

• 15+ years’ experience with GSIs or global MSPs in a revenue-producing function.
• Established senior relationships with decision makers at GSIs or global MSPs.
• Clear understanding of MSP economics: P&L, delivery margin, utilization, and subcontract structures.
• Demonstrated experience selling managed services or establishing commercial arrangements with a GSI or global MSP.
• Demonstrated experience closing complex, long-cycle agreements and negotiating with large enterprises.
• Familiarity with SAP and its core offerings to engage delivery leadership with credibility.
• Experience selling technology or professional services to regulated industries.

Responsibilities

• Identify and prioritise GSIs and Global MSPs with regulated industry clients.
• Establish and maintain relationships with alliance executives, CFOs, and decision-makers.
• Evaluate providers for capability gaps, economics, sponsorship, and transition to subcontracting.
• Achieve and exceed revenue quotas through executed agreements.
• Lead negotiation of white-label, subcontract, and embedded service agreements with VP input.
• Monitor SAP-related market trends, provider strategy, and demand in regulated industries.

Skills

GSI/MSP experience

Quota attainment

Executive relationships

Complex contract negotiation

SAP familiarity

Regulated industries

Revenue leadership

Job description

A Global Alliance Director is required by Whitehall Resources to work with a recognized, consulting client of ours on a full-time/ permanent basis. This position will involve a hybrid working pattern, with approx 40% travel across the USA.

This is a fantastic opportunity to make your mark on a very established company!

Full-time/ permanent (FTE) opportunity - NO C2C

US Citizens required - no sponsorship on offer at this stage

Please note: Whitehall Resources are not accepting applications or outreach from third-party agencies or vendors for this role. Additionally, the client is unable to offer visa sponsorship at this time — please only apply if you are authorised to work in the United States without sponsorship.

Our client is seeking a senior, revenue-accountable leader to sell its managed intelligence capability to global systems integrators (GSIs) and global managed service providers (MSPs) delivering professional and/or managed services to customers running large SAP estates.

This role identifies ideal customers in the GSI and global MSP space, develops executive relationships, positions our clients managed operations value, structures the commercial arrangement, and closes the agreement.

Responsibilities?

• Identify and prioritize GSIs and Global MSPs whose enterprise customer base includes regulated industries
• Establish and maintain relationships with the executives who own managed operations, as well as alliance executives, CFOs, and the AEs for regulated accounts
• Evaluate prospective providers, including the nature and scale of the capability gap, the economics for both parties, executive sponsorship, and the provider's ability to transition accounts to a sub-contractor
• Achieve and exceed an assigned revenue quota through executed agreements
• Lead negotiation of white-label, subcontract, and embedded service agreements, including account commitments, pricing/margin structure, service levels and exclusivity scope in coordination with the VP of Alliance Partnerships
• Monitor competitive activity, provider strategy, and demand trends in SAP managed operations and regulated industries

Do you have?

• 15+ years’ experience working with (or for) global systems integrators or global MSPs in a revenue-producing function (such as enterprise sales, channel sales, alliance management) with a documented record of quota attainment
• Established senior relationships with decision makers at GSIs or global MSPs
• Clear understanding of the managed services provider (MSP) industry, including MSP economics: P&L, delivery margin, utilization, and subcontract commercial structures
• Demonstrated experience selling managed services – or adjacent technology - or experience establishing a commercial arrangement with a GSI or global MSP
• Demonstrated experience closing complex, long-cycle agreements, including commercial negotiation with large enterprise organizations
• Familiarity with SAP and the general business value of its core offerings, sufficient to engage credibly with a provider's delivery leadership
• Experience selling technology or professional services to – or managing partnerships with – companies within regulated industries

Do you want?

• The opportunity to work with a market leading company?
• The chance to work on the latest cutting-edge technology?
• The ability to develop and further your career?

If you want a new challenge in a forward thinking company, then I want to hear from you.