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.

1) Build pipeline and close revenue

Create and maintain a partner pipeline (stages, next steps, close dates, risks) and run weekly deal reviews

Lead co-sell motions with partner sellers/presales: discovery, positioning, value proposition, align on action plans and objectives

Coordinate internal resources (sales engineering, support, product, leadership) to remove blockers and improve win rates

2) Execute partner business plans

Build a quarterly partner business plan per strategic partner: customer profile, segments, joint value prop, plays, targets, enablement, and forecasting

Run QBRs and operating cadences with partner leaders to achieve measurable progress

For 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 alignment

Align closely with partner account owners, sales engineers, product owners, to stay on top of partner strategy and customer needs

Enable partner sellers with value proposition, case studies, training, reference architectures, that increase partner‑developed opportunities

Support partner and customer‑facing deal execution, including guidance on Marketplace procurement to reduce friction

3 - 5+ years in enterprise software in partner sales, channel/OEM, or BD roles with proven ownership of pipeline and revenue outcomes

Ability to identify and articulate business benefits of technical solutions and sell to senior stakeholders

Strong communication, problem resolution, and relationship‑building skills in international orgs

Travel 20 – 30%

Preferred:

Experience working with AWS or Microsoft in partner role or field co‑selling

Experience with AWS or Azure Marketplace and programs such as ISV‑A

Product / technical knowledge of SAP, data, analytics, integration is a plus

Competitive base salary and performance‑based commissions

Opportunity to work with enterprise clients and cutting‑edge SAP technologies

Collaborative, dynamic team culture with growth opportunities

Flexible work options

Learning and development support

Competitive benefits including medical/dental coverage, 401K, commuter reimbursement

Attractive office location in downtown Seattle

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