Sales Engineer, Strategic Partnerships

Retool•Salt Lake City, UT

About The Position

Our Strategic Sales Engineering team sits at the intersection of Sales and Partnerships—and plays a critical role in driving revenue through both our strategic partner motions and directly with strategic accounts. Retool’s most complex and high-impact deals often involve both a Strategic Account Executive and a strategic partner (e.g., global systems integrators, consulting firms, hyperscalers and other software companies). Success in Retool’s Strategic Accounts depends on tight coordination across stakeholders, strong technical solutioning, and seamless execution across multiple teams AND partnerships. This role exists to strengthen that bridge. As a Strategic Sales Engineer, Partnerships, you will operate as a hybrid between a Partnerships Solutions Engineer and Strategic Sales Engineer. Roughly half of your time will focus on working with strategic partners—enabling their sellers, co-solutioning end-to-end architectures, and owning joint technical workstreams that accelerate pipeline and expansion. The other half will be dedicated to partnering directly with Strategic Account Executives to drive complex enterprise sales cycles (with the vast majority of your day to day having partnership involvement of some kind). This role is ideal for someone who thrives in ambiguity, enjoys orchestrating cross-functional collaboration, and wants to build and shape how Retool scales through both direct and partner-led revenue motions.

Requirements

Cross-functional experienced presales professional with 3+ years supporting customers and prospects in the Fortune 100
5+ years of progressive experience in technical presales roles; in which at least 3 of those years direct experience with Partner SE/SA role
Experience working with or alongside strategic partners (e.g., GSIs, consulting firms, or channel ecosystems)
Proven ability to partner with Account Executives to drive end-to-end sales cycles
An enthusiastic, strong, technical generalist
Strong knowledge of SQL, JavaScript, APIs, etc.
Experience with modern SDLC including hyperscalers and cloud infrastructure
Experience with modern database and lakehouse technologies
Strong sales acumen and proven experience partnering with AEs & Partnership Sellers to drive end-to-end sales (e.g., qualification, influencing pricing strategy, etc.)
Ability to think on your feet and solve problems during calls with technical customers

Nice To Haves

Bonus points for AI experience, and using sales frameworks like Command of the Message or MEDDPICC in addition to direct experience with enterprise expansion

Responsibilities

Partner with Strategic Account Executives and strategic partners (including partner sellers and solution architects) to co-sell and solution complex strategic enterprise opportunities
Co-own end-to-end technical workstreams across Retool, customer, and partner teams to ensure alignment and successful execution
Become solution thought-leader by defining and building joint solutions that will be positioned together with partners
Build comprehensive demo environments and work with our Enablement organization to bring joint demo environments to partners
Enable partner sellers with effective solution selling approaches and scalable joint solution patterns
Engage directly with customer stakeholders to understand business challenges, technical requirements, and success criteria
Deliver compelling “art of the possible” value-based demos, architecture deep-dives, POVs, workshops, and hands-on technical evaluations/Hackathons
Act as a technical liaison between internal Engineering, Product, & Design (EPD) teams and external partner/customer technical teams
Help drive expansion and long-term adoption within shared strategic accounts by strengthening the integration between direct sales and partnership motions
Contribute to building scalable processes that unify the Strategic Sales and Partnerships motions