Partner Sales Executive

Theobald Software is a growing technology company specializing in enterprise-grade SAP integration solutions. Our solutions help large organizations unlock more value from their SAP investments by seamlessly connecting data across SAP and non-SAP systems. As a Partner Sales Executive, you will own revenue growth through strategic technology partnerships with a major focus on Amazon/AWS, Microsoft and other large ISVs or OEMs. You will be developing and executing on business plans, creating qualified pipeline, and driving co-sell opportunities to close. This is a hands-on, commercially focused role that blends partner development with enterprise selling, measured by pipeline, bookings, attach/adoption, and expansion.Key responsibilities include: 1) Build pipeline and close revenueCreate and maintain a partner pipeline (stages, next steps, close dates, risks) and run weekly deal reviewsLead co-sell motions with partner sellers/presales: discovery, positioning, value proposition, align on action plans and objectivesCoordinate internal resources (sales engineering, support, product, leadership) to remove blockers and improve win rates 2) Execute partner business plansBuild a quarterly partner business plan per strategic partner: customer profile, segments, joint value prop, plays, targets, enablement, and forecastingRun QBRs and operating cadences with partner leaders to achieve measurable progressFor AWS specifically, ensure the plan includes Marketplace readiness (listing, packaging, pricing, licensing, reporting) and the ability to transact sales 3) Drive sellable joint offerings Identify opportunities to develop joint solutions and architectures that integrate Theobald Software technology into the partners product offerings Collaborate with internal teams and the partner contacts to produce field-ready pre-sales and sales assets (positioning, architecture guidance, competitive talk tracks, demos, customer success)Ensure offerings are commercially packaged to sell, including the ability to transact via AWS Marketplace 4) Partner enablement and alignmentAlign closely with partner account owners, sales engineers, product owners, to stay on top of partner strategy and customer needsEnable partner sellers with value proposition, case studies, training, reference architectures, that increase partner-developed opportunitiesSupport partner and customer-facing deal execution, including guidance on Marketplace procurement to reduce frictionWho you are:3 - 5+ years in enterprise software in partner sales, channel/OEM, or BD roles with proven ownership of pipeline and revenue outcomesAbility to identify and articulate business benefits of technical solutions and sell to senior stakeholdersStrong communication, problem resolution, and relationship-building skills in international orgsTravel 20 – 30%Preferred:Experience working with AWS or Microsoft in partner role or field co-sellingExperience with AWS or Azure Marketplace and programs such as ISV-AProduct / technical knowledge of SAP, data, analytics, integration is a plusWhat we offer:Competitive base salary and performance-based commissionsOpportunity to work with enterprise clients and cutting-edge SAP technologiesCollaborative, dynamic team culture with growth opportunitiesFlexible work optionsLearning and development supportCompetitive benefits including medical/dental coverage, 401K, commuter reimbursementAttractive office location in downtown Seattle