Who We Are
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.
Your mission
- 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
- 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
- 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
- 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
Your profile
- 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
Our offer
- 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
About Us
CONNECT. INTEGRATE. SIMPLIFY. Together with us.
We are looking for talents who want to work in a dynamic software company and actively contribute to our strong culture.
This is why you'll feel at home with us:
Discover your benefits that await you - and experience a work environment that truly helps you grow.
Explore your benefits now!