Director, SAP Regional Lead

Get to Know Us:
It's fun to work in a company where people truly believe in what they're doing!
At BlackLine, we're committed to bringing passion and customer focus to the business of enterprise applications.
Since being founded in 2001, BlackLine has become a leading provider of cloud software that automates and controls the entire financial close process. Our vision is to modernize the finance and accounting function to enable greater operational effectiveness and agility, and we are committed to delivering innovative solutions and services to empower accounting and finance leaders around the world to achieve Modern Finance.
Being a best-in-class SaaS Company, we understand that bringing in new ideas and innovative technology is mission critical. At BlackLine we are always working with new, cutting edge technology that encourages our teams to learn something new and expand their creativity and technical skillset that will accelerate their careers.
Work, Play and Grow at BlackLine!
Make Your Mark:
The Director, SAP Market Unit Development is responsible for advancing BlackLine's partnership with SAP
within a designated region. This role is a balance of strategy and execution-shaping our Go-To-Market
(GTM) approach, driving pipeline growth, and managing a regional team to deliver measurable results.
Success in this role requires someone who can build strong relationships, align stakeholders, and execute
initiatives that lead to revenue growth and deeper customer adoption.
You'll Get To:

• Develop a regional strategy that aligns with BlackLine's goals and leverages our partnership with
• SAP
• Partner with SAP to create and execute GTM initiatives that drive incremental revenue and
• measurable results
• Lead efforts to drive pipeline progression for Q+1 and beyond, while supporting in-quarter deal
• execution
• Work with SAP marketing, internal teams, and partner organizations to deliver effective demand
• generation plans
• Identify and prioritize key industry and account opportunities with SAP and BlackLine
• stakeholders
• Expand market opportunities by moving underperforming accounts and building "SAP Flip"
• plans in collaboration with SAP leadership
• Ensure successful customer project launches by working with SAP and BlackLine teams to
• mitigate risks and drive adoption
• Partner with Sales Leads and CSM teams to develop account plans that ensure long-term growth
• and success
• Build strong relationships with SAP's regional leaders, aligning priorities and ensuring a unified
• approach
• Work closely with BlackLine's executive team to maintain visibility and alignment on regional
• initiatives
• Manage regional GTM programs, ensuring they deliver on strategic objectives and drive results.
• Lead and develop the regional alliance team to achieve shared goals
• Collaborate with marketing teams to align initiatives with regional needs, driving engagement
• through events like Sapphire, Financials, and SAP Connect
• Own the execution of regional events and ensure alignment with BlackLine's strategic goals.
• Align with SAP's customer-facing teams and leverage their resources to drive customer
• acquisition and growth
• Work with BlackLine's CoE team to ensure alignment between field engagement and
• enablement initiatives.

What You'll Bring:

• 10+ years experience in Partner / Alliance Management managing ISV partners including
• experience with a variety of partner types preferred (e.g. ISVs, Global SIs, boutiques and
• Regional SI's)
• 5+ years of quota carrying roles in finance/accounting related sales role strongly preferred
• Understanding of sales, marketing, lead generation processes and key performance indicators /
• value drivers for large ISV organizations
• Practical experience in supporting the sale and marketing of solutions with ISV partner
• leads/P&L owners
• Track record of delivering measurable results, regularly meeting or exceeding targets. Priority
• given to experience driving influenced revenue or channel sales via partnerships with ISVs
• Strong executive presence & exceptional communication skills (verbal, written). Ability to rapidly
• engage a diverse audience of internal / external stakeholders and build consensus
• Demonstrated ability to build, lead and execute strategy in a collaborative environment
• Superior ability to build and maintain positive working relationships
• Exceptional analytical, organizational, and project management skills. Ability to quickly analyze
• and apply relevant information to make timely and critical decisions that affect cross-functional
• teams to increase program ROI and effectiveness
• Strong tolerance for ambiguity; ability to focus and execute in a rapidly changing environment,
• take charge and make things happen. Self-starter, with strong work ethic and personal drive and
• character qualities that match with company core values and inspires others to follow and act
• Willingness to travel on as-needed basis globally.

Thrive at BlackLine Because You Are Joining:

• A technology-based company with a sense of adventure and a vision for the future. Every door at BlackLine is open. Just bring your brains, your problem-solving skills, and be part of a winning team at the world's most trusted name in Finance Automation!
• A culture that is kind, open, and accepting. It's a place where people can embrace what makes them unique, and the mix of cultural backgrounds and varying interests cultivates diverse thought and perspectives.
• A culture where BlackLiner's continued growth and learning is empowered. BlackLine offers a wide variety of professional development seminars and inclusive affinity groups to celebrate and support our diversity.

BlackLine is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity or expression, race, ethnicity, age, religious creed, national origin, physical or mental disability, ancestry, color, marital status, sexual orientation, military or veteran status, status as a victim of domestic violence, sexual assault or stalking, medical condition, genetic information, or any other protected class or category recognized by applicable equal employment opportunity or other similar laws
BlackLine recognizes that the ways we work and the workplace itself has shifted. We innovate in a workplace that optimizes a combination of virtual and in-person interactions to maximize collaboration and nurture our culture. Candidates who live within a reasonable commute to one of our offices will work in the office at least 3 days a week.