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