Partner Account Executive

This is a fully remote position, open to applicants in Virginia.

📋 Description

• Facilitate alignment between SAP partners at both the North America and market-unit levels.

• Take ownership of collaborative alignment with SAP regional sales executives and solution engineers.

• Organize regular pipeline and account-mapping sessions at the North America and market-unit levels.

• Leverage DataXstream's SAP Pinnacle Award and Endorsed App status to engage with SAP sellers and solution engineers.

• Access SAP SI/ISV and account mapping to effectively target partner recruitment by vertical.

• Recruit and cultivate a focused pilot group of 2–3 SI partners and relevant ISV partners.

• Execute co-branded marketing initiatives with SAP and partner SIs/ISVs, including webinars, case studies, SAP-centric events, dinners, and roundtables.

• Develop and manage a dedicated partner-marketing budget along with a return on investment framework.

• Create and deliver training on key moments, partner economics, and the referral/reseller model.

• Conduct certification-style training for SI and ISV sellers/architects, as well as light training for SAP AEs and SEs.

• Design and implement a formal deal registration process.

• Establish tiered partner structures, conflict resolution rules, and shared pipeline visibility.

• Manage the transition of partner-sourced deals into the direct sales pipeline, ensuring clarity on ownership and compensation impacts.

• Direct West market-unit deals to the existing West AE team under the co-sell protocol until the volume warrants a dedicated West MU AE.

• Set KPI baselines and reporting schedules for partner-sourced pipeline, SALs, SQLs, and ARR.

• Build a data-driven case for increasing partner-marketing investments and dedicated resources.

⛳️ Requirements

• Proven track record in building a partner or alliance strategy from the ground up.

• Comfortable with rapid infrastructure development, establishing core partner infrastructure within 3–6 months.

• Expectation of a partner-qualified pipeline as early as month 3.

• Experience within or alongside the SAP ecosystem; a background in SAP sales, SI/consulting partnerships, or ISV partnerships is highly preferred.

• Ability to work simultaneously with SI and ISV partner types.

• Capability to operate as a self-directed leader across relationship-building, enablement content, event/marketing execution, and deal-mechanics design.

• Strong cross-functional operational skills spanning Sales, Marketing, and Sales Operations.

• Ability to collaborate with the SVP of Partnerships regarding the overall SAP relationship.

• Ability to coordinate with the SVP Sales, North America, on pipeline handoff and compensation mechanisms.

• Willingness to travel for SAP, SI, and ISV-facing events, including SAPinsider regionals, ASUG chapters, and partner dinners.

🏝️ Benefits

• Equal-opportunity workplace and an affirmative-action employer.

• Support for travel to SAP, SI, and ISV-facing events is provided and required as part of the role.