Former SAP Executive·27 Years

Alliances. PreSales. Revenue. Run by someone who has carried all three.

Imber Advisors provides fractional executive leadership and advisory for enterprise software companies — building high-leverage partner ecosystems, presales organizations that win complex deals, and predictable revenue engines. Built on 27 years of operating leadership at SAP, from solution consultant to VP of PreSales to global GTM leadership.

Start a conversation See services

Rick Imber Founder · Fractional GTM & Alliances Executive

Services

Three practices. One operating playbook.

Most growth problems in enterprise software live in the seams — between sales and presales, between direct and partner, between the plan and the forecast. I work across all three functions because that is where the leverage is.

Practice 01

Alliances, SAP Ecosystem & Partner GTM

For software companies who know the SAP ecosystem and global SIs should be producing pipeline — and aren't.

SAP partnership strategy: executive relationships, joint business plans, co-sell motion
Growing SAP-sourced and SAP-influenced pipeline across solution areas
Global SI programs — Accenture, Deloitte, Capgemini, Infosys, PwC, EY
Partner-led demand generation, ABM/ABS strategy, and joint campaigns
Building a repeatable, partner-driven pipeline generation engine

Practice 02

PreSales & Solution Consulting

For teams whose technical win rate doesn't match their product — built by a leader who ran 50-person presales organizations.

PreSales org design, hiring, coaching, and sales-to-presales alignment
Technical win strategy, executive demos, and solution positioning
New solution launch enablement — field training to first deals
Demo-to-close process tuning for complex, multi-product cycles
Center of Excellence models that scale expertise across the field

Practice 03

Revenue Leadership & GTM Advisory

For leadership teams that want an experienced operator to pressure-test the plan, the pipeline, and the big deals — fractionally or alongside the leader they have.

Growth strategy and rolling 12–24 month business planning
Pipeline coverage models, forecasting discipline, and predictable bookings
Sales organization design: hiring profiles, operating cadence, accountability
Executive deal support — qualification, account strategy, and negotiation
Board- and investor-ready revenue reporting and performance metrics

Who hires Imber Advisors

If this is you, we should talk.

SAP ecosystem partners

ISVs and service firms that need SAP-sourced pipeline, co-sell traction, and real executive relationships inside SAP.

PE-backed software companies

Portfolio companies that need GTM diligence, a growth plan that survives contact with the forecast, or operating leadership between hires.

Enterprise SaaS entering North America

International vendors building an Americas motion — direct, partner, and presales — from a standing start.

EAM & industrial software vendors

Asset management, supply chain, and industrial software companies selling complex products into complex accounts.

Teams with a presales gap

Companies whose technical win rate, demo quality, or solution positioning doesn't match the strength of the product.

CEOs & CROs who want a sparring partner

Leaders who want someone who has run the play to pressure-test strategy, big deals, and partner plans on a standing cadence.

How we work

Engagements built around your gap

Advisory

Ongoing counsel for CEOs, CROs, and alliance leaders. A standing cadence to pressure-test strategy, forecasts, big deals, and partner plans.

Fractional Executive

Part-time alliances, presales, or revenue leadership — owning targets, running the cadence, and building the team until a full-time hire makes sense.

Project

Defined-scope work: a GTM assessment, an SAP partner program build, a presales org redesign, or a new solution launch plan. Clear deliverables, clear timeline.

Results

What 27 years of running the play has built.

Partner ecosystem engine

Built co-sell motions and partner programs across SAP and every major global SI — Accenture, Deloitte, Capgemini, Infosys, PwC, EY — producing partner-sourced pipeline at scale.

SaaS transformation

Converted 75% of a legacy on-premise install base to cloud and subscription — the revenue model shift every enterprise software company is living through.

New solution GTM

Took 20+ new enterprise cloud solutions to market, from field enablement to first deals to repeatable pipeline.

Recognition Global Region of the Year3× Region of the Quarter5× Winner's Circle7× SAP Top Performer3× PreSales Engineer of the Year

Rick Imber · Founder, Imber Advisors

About

Rick Imber

I spent 27 years at SAP doing every job in the revenue organization.

I started as a solution consultant, was promoted to VP of PreSales for the Western Region within two years, and finished as Global Head of the Supply Chain Management Center of Excellence — a 40-person team of experts aligned to 250+ field sellers worldwide. In between, I spent four years leading SAP's North America Supply Chain business as CRO — driving the number in partnership with SAP's regional sales teams, in deal reviews and forecast calls every week.

Along the way I built presales organizations from the ground up, converted three-quarters of a legacy install base to cloud, launched more than twenty new SaaS solutions, and built partner programs with every major global systems integrator.

That experience is the product. Imber Advisors exists because most enterprise software companies don't need another framework — they need someone who has actually run the play: built the team, sat in the deal reviews, carried the number, and answered for it.

SAP, 1998–2025IC → Director → VP PreSales → CRO, NA Supply Chain → Global GTM Head

DomainsEnterprise SaaS, ERP, Supply Chain, EAM, PLM, industrial software

EcosystemSAP, global SIs, regional partners, technology alliances

EducationB.S. Mathematics / Computer Science, UC San Diego

BaseNorth County San Diego, CA · Americas & global engagements