Partner Account Executive

Job description

Based in Williamsburg, VA, DataXstream stands as a proud and dedicated SAP partner with over two decades of experience. We are relentlessly focused on innovating, rebuilding, and perfecting the most robust and user-friendly Order Management software available for the SAP ecosystem. As we continue to grow our impact and our team, we're seeking passionate individuals to join us in shaping the future of enterprise solutions. Partner Account Executive DataXstream is building a sourced partner referral motion anchored on the SAP ecosystem — turning our SAP relationship, SAP Pinnacle Award status, and both SI (systems integrator) and ISV (independent software vendor) networks into a repeatable source of pipeline for OMS+. This is a net-new, builder role: the Partner AE will stand up the tactical partner channel from the ground up. This is not a lead-gen or campaign role, and it is not a territory-carrying quota role in the traditional sense. It is a relationship- and infrastructure-building role for the first 3–6 months, with partner-qualified pipeline expected to start appearing as early as month 3, transitioning into a co-sell and pipeline-management role as the motion matures. The overall SAP executive relationship is owned by the SVP of Partnerships; the Partner AE owns partner alignment within SAP at the NA and MU (market unit) levels — the working-level relationships with regional sales execs, SEs, and the SI/ISV partner base — plus the SI/ISV partner base and the co-sell mechanics that connect partner activity to DataXstream's direct sales pipeline, across the entire NA market, not a single region. Key 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 Required Qualifications 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). DataXstream, Inc., is an equal-opportunity workplace and an affirmative-action employer. We are always committed to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status. Discrimination is not welcome on the basis of any other status protected by the laws or regulations in the locations where we work.