Francine Allaire
Global Strategic Alliance & Enterprise Sales Leader | SAP Ecosystem Specialist Led 3 Global SolEx, Endorsed App | Growth-Oriented Partnership | Revenue Growth Driver | B2B SaaS
Strategic Alliance and Partner Solutions Leader with 20+ years of experience accelerating revenue growth through cloud-first GTM strategies, partner ecosystem orchestration, and enterprise software sales.
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Award-winning experience leading three global SAP SolEx partnerships and serving as GTM lead for an SAP Endorsed App across the Americas, with deep expertise spanning CX, Spend Management, Finance, and Supply Chain solutions. Proven ability to build and scale partner programs, drive executive alignment, and deliver measurable joint outcomes with SAP, GSIs, and leading ISVs. Trusted advisor to SAP field and Store teams, consistently driving increased deal velocity, accelerated ACV growth, and partner-influenced pipeline expansion, while contributing to SAP Pinnacle Award-winning initiatives. Recognized for thriving in matrixed, high-growth environments by aligning executive stakeholders, sales organizations, and alliance partners around revenue-focused business outcomes. Brings a strong track record of orchestrating complex alliance strategies resulting in more than $300M USD in enterprise software, SaaS, and services revenue across multiple industries and global markets. Experienced in launching new GTM motions, enabling field sales teams on joint SAP/partner value propositions, and executing scalable partner-led growth strategies with operational rigor and executive presence. Core Competencies - SAP SolEx & Endorsed App Strategy and Execution - Power of 3 (ISV + GSI + SAP) Orchestration - Global & Regional Partner GTM Strategy - Alliance Program Development & Enablement - Executive Stakeholder Alignment - Pipeline Generation & ACV Growth - Partner-Sourced and Partner-Influenced Sales - Joint Account Planning & Territory Mapping - Enterprise SaaS & Cloud Sales Acceleration - Sales Enablement & Field Engagement - Cross-Functional Leadership in Matrixed Organizations - Strategic Alliance Marketing & Co-Sell Execution
GTM Index
- PRICEFXJOB
- SAP GTM Lead, Americas3Y 1M
SAP GTM Lead, Americas
Pricefx
Responsible for defining and executing the global partnership strategy with SAP, including ownership of the SAP Endorsed App partnership across the Americas. Leads regional (Market Unit) go-to-market planning, partner alignment, joint sales execution, and Power of 3 orchestration across ISV, GSI, and SAP stakeholders to drive pipeline growth, customer engagement, and strategic revenue outcomes.
- ICERTISJOB
- Client Dir - Strategic Sales1Y 11M
Client Director - Strategic Sales | Account Management | Customer Advocacy
Icertis
Cultivate true partnership between Icertis and Customers. Client Partner, Trusted Advisor and Business Point of Contact with a portfolio of enterprise clients to lead adoption, business value realization and expansion. • Drive strategic initiatives and work with customers to create strategic plan for growth and expansion of intelligent application solutions to meet overall business goals and technical requirements • Responsible for driving investments by identifying up-sell and cross-sell opportunities for Icertis Contract Management and additional business applications • Develop and expand relationships within existing accounts and ensure customer expectations and obligations are fulfi…
- PRACTICAL CSMJOB
- Principal Thought Leader -…1Y 11M
Principal Thought Leader - Customer Sales
Practical CSM
Selected by Practical CSM to be the Principal Thought-Leader - Customer Sales. Join me in the Success Hub where I will be discussing all things relating to my favorite topic: Customer Sales.
- NAKISAJOB
- VP, Sales and Customer Suc…1Y 10M
Vice President, Sales and Customer Success, North America
Nakisa
Promoted to drive revenue (new-business sales, partner sales, customer sales) and growth strategy for North America. Managed remote account executives, partner sales managers, account managers and customer success managers. • Player/Coach - Negotiated and closed 3-year term contracts with strategic enterprise customers - ARR ranging from $115K - $650K receiving 2020 Top Sales Performer recognition • Exceeded customer sales goal by 30%, by driving adoption, delivering business outcomes, and demonstrating solution value at all levels from the customer champion to the C-suite • Improved customer health score by delivering value during the first 30-days of contract by implementing a new onboar…
- Global VP, Customer Success11M
Global Vice President, Customer Success | 2018 Nakisa MVP Award
Nakisa
Promoted to launch the first, company-wide, global customer success function, improve customer retention and increase customer sales • Recruited, coached, trained and led a high-performing team of remote enterprise customer success managers, closed $4M USD in (4) months in upsell and cross sell revenue. Average ARR $110K /year - negotiated 3-year term contracts • Boosted customer retention and advocacy by launching a Global High Touch Customer Success Community and Customer Programs including: user groups, expert community, portal, advocacy program incentives, advisory council, user conference and participation in the customer validation program - giving selected customers early access to p…
- Global Sales Dir, SAP Part…9M
Global Sales Director, SAP Partnership
Nakisa
- VENDAVOJOB
- Global Alliance Sales Dir…2Y 2M
Global Alliance Sales Director (SAP, Salesforce)
Vendavo
Hired to manage and expand the global partnership with SAP and launch the partnership with Salesforce • Increased pipeline by 42% year-over-year and drove new logo acquisition with SAP by adopting top-down engagement strategy and obtaining top management sponsorship into their respective countries or regions • Exceeded global revenue goal by 10% executing a growth GTM strategy, creating sales plays, and enabling global SAP sales teams to identify and qualify opportunities generating massive SQL numbers • Invited to participate and present at the SAP and Salesforce Quarterly Business Reviews by demonstrating value to sales teams and aligning market approach with revenue goals • Developed the…
- CLICKSOFTWAREJOB
- SAP Alliance Sales Mgr - A…7M
SAP Alliance Sales Manager - Americas
ClickSoftware
Recruited back to ClickSoftware to manage and expand the reseller relationship with SAP in North America (ClickSoftware was acquired by Salesforce) • Increased pipeline by 3.5x year-over-year by adopting a top-down engagement strategy and getting sponsored by the managing directors in their respective regions • Exceeded revenue goals and accelerated pipeline generation by developing and establishing strategic relationships at all levels COOs, Country Managers, Managing Directors, Vice-Presidents, Lines of Business and Strategic Industry leaders • Developed an operating framework and GTM strategy to support a more predictable revenue growth • Partnered with SAP and ClickSoftware marketing an…
- Sales Mgr, Service Optimiz…1Y
Sales Manager, Service Optimization
ClickSoftware
Hired for driving sales with SAP • Closed 4 deals of over $1M each with SAP in 10 months by creating prescriptive sales plays and partnering with SAP field sales teams (commercial and regulated industries) to identify, qualify and position solutions • Built a 4x pipeline in less than one (1) year by developing customized sales plays to penetrate strategic accounts and industry verticals, leveraging key customer success stories and hosting reference live and customer spotlight events • Partnered with SAP and ClickSoftware industry and marketing teams to plan and execute business development activities, marketing campaigns and host events greatly increase pipeline movement
- ORACLEJOB
- Regional Sales Mgr (New Bu…1Y 7M
Regional Sales Manager (New Business & Account Management)
Oracle
Recruited back to Oracle to support the expansion and revenue growth of the ORS solution in NA • Increased pipeline by 3.5x in 9 months by leveraging key customer success stories, creating synergy with complementary product sales teams and developing joint commercial proposals to address market needs • Developed vertical offerings with key Systems Integrators to address the resources scheduling challenges of key industries • Created a GTM plan and strategy with selected Global Professional Services Firms and GSIs and jointly identified upsell and cross-sell opportunities, generating incremental revenue and accelerating sales • Partnered with the industry and marketing teams from Oracle and…
- REVENUE ACCELERATION STRATEGIESJOB
- Strategic Advisor, Consult…1Y 4M
Strategic Advisor, Consultant
Revenue Acceleration Strategies
Provided Strategic Consulting Advisory Services on building profitable partnerships, account development strategies and social media engagement strategy for growth for National Geographic, More Magazine, Day-Timer, Harlequin Publishing, and more. • Developed customized Alliance Lifecycle Handbook to strengthen Experian Marketing Service’s expertise in recruiting, developing, and managing profitable channel sales relationships and strategic partnerships • Hired by media and publishing companies to develop their social media engagement strategy
- DXC TECHNOLOGYJOB
- Principal, Senior BD Mgr1Y 11M
Principal, Senior Business Development Manager
DXC Technology
Hired to grow the revenue through business development, marketing and go-to-market activities and strategies • Generated MQLs by executing campaigns, hosting events and developing joint account strategy with key strategic partners in the region SAP, Oracle, Google, IBM, VMware, Citrix, Microsoft, NetApp, and Guidance Software • Created sales opportunities by developing comprehensive account plans and mapping our offerings to each account’s most pressing challenges and demonstrating how DXC would uniquely address their challenges • Won a multi-year deal with ADP against the incumbent firm Phase 1 - $5 million - Top 10 sales deals
- Job: Vendavo — Global Alliance Sales Director (SAP, Salesforce) · 2015-07 – 2017-09 — Hired to manage and expand the global partnership with SAP and launch the partnership with Salesforce • Increased pipeline by 42% year-over-year and drove new logo acquisition with SAP by adopting top-down engagement strategy and obtaining top management sponsorship into their respective countries or regions • Exceeded global revenue goal by 10% executing a growth GTM strategy, creating sales plays, and enabling global SAP sales teams to identify and qualify opportunities generating massive SQL numbers • Invited to participate and present at the SAP and Salesforce Quarterly Business Reviews by demonstrating value to sales teams and aligning market approach with revenue goals • Developed the…
- Job: ClickSoftware — Sales Manager, Service Optimization · 2012-02 – 2013-02 — Hired for driving sales with SAP • Closed 4 deals of over $1M each with SAP in 10 months by creating prescriptive sales plays and partnering with SAP field sales teams (commercial and regulated industries) to identify, qualify and position solutions • Built a 4x pipeline in less than one (1) year by developing customized sales plays to penetrate strategic accounts and industry verticals, leveraging key customer success stories and hosting reference live and customer spotlight events • Partnered with SAP and ClickSoftware industry and marketing teams to plan and execute business development activities, marketing campaigns and host events greatly increase pipeline movement
- Job: Revenue Acceleration Strategies — Strategic Advisor, Consultant · 2010-09 – 2012-01 — Provided Strategic Consulting Advisory Services on building profitable partnerships, account development strategies and social media engagement strategy for growth for National Geographic, More Magazine, Day-Timer, Harlequin Publishing, and more. • Developed customized Alliance Lifecycle Handbook to strengthen Experian Marketing Service’s expertise in recruiting, developing, and managing profitable channel sales relationships and strategic partnerships • Hired by media and publishing companies to develop their social media engagement strategy
- Job: Practical CSM — Principal Thought Leader - Customer Sales · 2021-05 – 2023-04 — Selected by Practical CSM to be the Principal Thought-Leader - Customer Sales. Join me in the Success Hub where I will be discussing all things relating to my favorite topic: Customer Sales.
- Job: ClickSoftware — SAP Alliance Sales Manager - Americas · 2014-11 – 2015-06 — Recruited back to ClickSoftware to manage and expand the reseller relationship with SAP in North America (ClickSoftware was acquired by Salesforce) • Increased pipeline by 3.5x year-over-year by adopting a top-down engagement strategy and getting sponsored by the managing directors in their respective regions • Exceeded revenue goals and accelerated pipeline generation by developing and establishing strategic relationships at all levels COOs, Country Managers, Managing Directors, Vice-Presidents, Lines of Business and Strategic Industry leaders • Developed an operating framework and GTM strategy to support a more predictable revenue growth • Partnered with SAP and ClickSoftware marketing an…
- Job: Pricefx — SAP GTM Lead, Americas · 2023-07 – present — Responsible for defining and executing the global partnership strategy with SAP, including ownership of the SAP Endorsed App partnership across the Americas. Leads regional (Market Unit) go-to-market planning, partner alignment, joint sales execution, and Power of 3 orchestration across ISV, GSI, and SAP stakeholders to drive pipeline growth, customer engagement, and strategic revenue outcomes.
- Job: Nakisa — Global Vice President, Customer Success | 2018 Nakisa MVP Award · 2018-06 – 2019-05 — Promoted to launch the first, company-wide, global customer success function, improve customer retention and increase customer sales • Recruited, coached, trained and led a high-performing team of remote enterprise customer success managers, closed $4M USD in (4) months in upsell and cross sell revenue. Average ARR $110K /year - negotiated 3-year term contracts • Boosted customer retention and advocacy by launching a Global High Touch Customer Success Community and Customer Programs including: user groups, expert community, portal, advocacy program incentives, advisory council, user conference and participation in the customer validation program - giving selected customers early access to p…
- Job: Nakisa — Global Sales Director, SAP Partnership · 2017-09 – 2018-06
- Job: DXC Technology — Principal, Senior Business Development Manager · 2008-09 – 2010-08 — Hired to grow the revenue through business development, marketing and go-to-market activities and strategies • Generated MQLs by executing campaigns, hosting events and developing joint account strategy with key strategic partners in the region SAP, Oracle, Google, IBM, VMware, Citrix, Microsoft, NetApp, and Guidance Software • Created sales opportunities by developing comprehensive account plans and mapping our offerings to each account’s most pressing challenges and demonstrating how DXC would uniquely address their challenges • Won a multi-year deal with ADP against the incumbent firm Phase 1 - $5 million - Top 10 sales deals
- Job: Oracle — Regional Sales Manager (New Business & Account Management) · 2013-03 – 2014-10 — Recruited back to Oracle to support the expansion and revenue growth of the ORS solution in NA • Increased pipeline by 3.5x in 9 months by leveraging key customer success stories, creating synergy with complementary product sales teams and developing joint commercial proposals to address market needs • Developed vertical offerings with key Systems Integrators to address the resources scheduling challenges of key industries • Created a GTM plan and strategy with selected Global Professional Services Firms and GSIs and jointly identified upsell and cross-sell opportunities, generating incremental revenue and accelerating sales • Partnered with the industry and marketing teams from Oracle and…
- Job: Icertis — Client Director - Strategic Sales | Account Management | Customer Advocacy · 2021-08 – 2023-07 — Cultivate true partnership between Icertis and Customers. Client Partner, Trusted Advisor and Business Point of Contact with a portfolio of enterprise clients to lead adoption, business value realization and expansion. • Drive strategic initiatives and work with customers to create strategic plan for growth and expansion of intelligent application solutions to meet overall business goals and technical requirements • Responsible for driving investments by identifying up-sell and cross-sell opportunities for Icertis Contract Management and additional business applications • Develop and expand relationships within existing accounts and ensure customer expectations and obligations are fulfi…
- Job: Nakisa — Vice President, Sales and Customer Success, North America · 2019-06 – 2021-04 — Promoted to drive revenue (new-business sales, partner sales, customer sales) and growth strategy for North America. Managed remote account executives, partner sales managers, account managers and customer success managers. • Player/Coach - Negotiated and closed 3-year term contracts with strategic enterprise customers - ARR ranging from $115K - $650K receiving 2020 Top Sales Performer recognition • Exceeded customer sales goal by 30%, by driving adoption, delivering business outcomes, and demonstrating solution value at all levels from the customer champion to the C-suite • Improved customer health score by delivering value during the first 30-days of contract by implementing a new onboar…
- School: University of California, Los Angeles - The Anderson School of Management — Executive Program, Business Administration and Management, General
- School: California Institute of Technology — Certificate (in progress)
- School: University of San Francisco — Advanced Social Media Strategies
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