Director of SAP Partnerships - NanoNets

Nanonets is transforming the way businesses work. Our AI platform takes the manual, messy, time consuming work — that bog down industries like finance, healthcare, supply chain, and more — and turns them into seamless, automated processes. What once took hours of human effort now takes seconds with Nanonets. Our client footprint spans across 34% of Fortune 500 enabling businesses across various industries to unlock the potential of AI in automating their business processes.

More than 10,000 businesses trust Nanonets because we don’t just promise efficiency — we deliver it with unmatched accuracy, seamless integrations.

In 2024, we raised a $29M Series B led by Accel with continued backing from Elevation Capital and YCombinator, fueling our mission to reshape entire industries through intelligent automation. With revenues tripling year over year and a rapidly scaling global team, we’re not just imagining the future of work — we’re building it.

Read about the release here: Article 1 : Article 2

Role Overview

You will be our first enterprise partnerships hire, reporting directly to the CEO to build and scale our strategic partner ecosystem. Your mission is to establish and grow high-impact partnerships with SAP and systems integrators that accelerate our penetration into enterprise accounts running SAP ERP systems.

This role combines strategic partnership development with hands-on execution. You'll identify and recruit the right partners, build joint value propositions that resonate with CFOs and finance leaders, and drive co-sell motions that generate qualified pipeline. Success means transforming our AI automation platform into the go-to solution for SAP customers looking to modernize AP, reconciliation, billing, and order processing workflows.

What You'll Do

Build Strategic Partnerships

• Establish and manage partnerships with SAP and regional systems integrators who serve SAP customer bases
• Develop joint value propositions and go-to-market strategies that position our platform as essential for SAP S/4HANA transformations and finance modernization initiatives
• Negotiate partnership agreements, co-sell frameworks, and commercial terms that drive mutual growth

Drive Partner-Sourced Revenue

• Generate qualified pipeline through partner-led deal registration, co-prospecting, and account mapping with SAP sales teams and SI practices
• Execute co-sell motions with partner account teams on target enterprise accounts, positioning our solution in active SAP implementations
• Track and forecast partner contribution to bookings and revenue

Enable and Scale

• Create partner enablement materials including pitch decks, demo scripts, ROI calculators, and case studies tailored to the SAP ecosystem
• Train partner sales and delivery teams on our platform, integration capabilities, and competitive positioning
• Develop co-marketing campaigns that drive awareness and lead generation through partner channels

Build Deep Relationships

• Map key decision-makers, practice leads, and champions within each partner organization to unlock high-value opportunities
• Maintain structured, executive-level engagement with partners across sales, consulting, and leadership teams

Collaborate Cross-Functionally

• Partner with Sales and Customer Success to support active deals and ensure seamless customer handoffs
• Work with Product to prioritize SAP integration features based on partner and customer feedback

What You Must Have

SAP Ecosystem Expertise

• 8-10 years in partnerships, alliances, or sales within the SAP ecosystem, with deep understanding of SAP partner programs and sales organization
• Experience working with systems integrators in SAP practices, finance transformation, or technology alliances
• Strong knowledge of SAP ERP landscape (S/4HANA, Ariba, Concur) and enterprise finance workflows

Proven Partnership Revenue

• Track record of recruiting and scaling enterprise partnerships that drove $<> in partner-sourced pipeline annually
• Experience structuring co-sell motions with systems integrators, including joint account planning and deal collaboration
• Success building joint go-to-market strategies and delivering on partnership commitments

Executive Presence

• Exceptional relationship-building skills with ability to influence C-suite executives and partner leadership
• Strong business acumen : you understand deal economics, partner incentives, and win-win agreements
• Skilled at presenting complex technical value in business terms to senior stakeholders

Entrepreneurial Mindset

• Highly organized with ability to manage multiple partnerships, deals, and initiatives simultaneously
• Comfortable with AI/ML-powered automation platforms and their value in enterprise finance workflows

Global and Available

• Willingness to travel to partner sites, customer meetings, and industry events
• Able to work across time zones, primarily focused on US market

Additional Information

Hybrid role, (twice a week in our Palo Alto office), based in the Bay Area, CA. Your base salary will be determined based on your location, experience, and the pay of employees in similar positions. The base salary range is $240k - $350k per year.