Note: The job is a remote job and is open to candidates in USA. DataXstream is an SAP partner that develops Order Management software for the SAP ecosystem. The Partner Account Executive will build a sourced partner referral motion from the ground up by aligning with SAP, recruiting SI and ISV partners, enabling partner sellers, and establishing co-sell and pipeline-management processes. The role will also measure and scale the partner-sourced pipeline across North America.
Responsibilities
- Drive SAP partner alignment at the NA and MU levels
- Own working-level alignment with SAP's regional sales execs (AEs/RVPs) and solution engineers (SEs) at the NA and individual market-unit (MU) levels, operating in close coordination with the SVP of Partnerships, who holds the overall SAP executive relationship
- Convert that alignment into an active GTM lever — recurring pipeline and account-mapping sessions at the NA and MU level, not just annual event sponsorship
- Use DataXstream's SAP Pinnacle Award and Endorsed App status as door-openers with SAP sellers and SEs
- Get access to SAP's SI/ISV and account mapping to target recruitment by vertical (manufacturing, distribution, specialty retail, wholesale, etc.)
- Recruit and develop a focused SI and ISV partner cohort
- Recruit a small, high-trust pilot cohort of 2–3 SI partners and relevant ISV partners before expanding — depth first, not a wide, loosely-enrolled partner list
- Run co-branded marketing with SAP and partner SIs/ISVs: webinars, case studies, SAP-heavy events (SAPinsider, ASUG chapters), and small-format dinners/roundtables
- Build and manage a dedicated partner-marketing budget and a simple ROI framework (cost per SI/ISV relationship activated, cost per sourced SAL)
- Teach SAP, SIs, and ISVs how to sell DataXstream
- Build and deliver enablement: the trigger moments (clean-core migration, S/4HANA Public/Private Cloud deals, counter/call-center pain, pricing/quoting gaps), the partner economics, and the referral/reseller model
- Run certification-style training for SI and ISV sellers/architects, plus a lightweight version for SAP AEs and SEs
- Make referring DataXstream a habit, not a one-off favor
- Build and run co-sell mechanics
- Design and operate formal deal registration — simple enough that a busy SI or ISV seller will actually use it
- Establish a tiered partner structure, conflict-handling rules, and shared (lightweight) pipeline visibility for SI and ISV partners
- Own the handoff of partner-sourced deals into the direct sales pipeline, including ownership and comp-impact clarity, in direct coordination with the SVP Sales, North America and the direct AE team
- For deals sourced in the West market unit specifically, route and hand off to the existing West AE team under the co-sell protocol until a dedicated West MU AE is justified by volume
- Report on and scale the motion
- Establish KPI baselines and a reporting cadence (partner-sourced pipeline, SALs, SQLs, ARR) starting in the pilot phase
- Build the data-backed case for scaling partner-marketing investment and, eventually, dedicated
Skills
- Track record building a partner or alliance motion from zero
- Comfort with a fast infrastructure build: this role is expected to stand up core partner infrastructure within 3–6 months, with partner-qualified pipeline appearing as early as month 3
- Experience working inside or alongside the SAP ecosystem (SAP sales, SI/consulting partner, or ISV partner background strongly preferred), and comfort working both partner types — SI and ISV — in parallel
- Ability to operate as a self-directed owner across the full motion — relationship-building, enablement content, event/marketing execution, and deal-mechanics design — rather than a single specialist lane
- Strong cross-functional operator: will work daily with Sales, Marketing, and Sales Operations; coordinates closely with the SVP of Partnerships on the overall SAP relationship, and directly with the SVP Sales, North America on pipeline handoff and comp mechanics
- Willingness to travel for SAP, SI, and ISV-facing events (SAP insider regionals, ASUG chapters, partner dinners)
- SAP sales, SI/consulting partner, or ISV partner background strongly preferred
Company Overview