Director, Partner Programs

🕒 Outubro 16

☕ Washington – Remoto

☕ Washington – Remote

💵 $190.000 - $210.000 / ano

⏰ Tempo Integral

🔴 Especialista

👔 Diretor

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• As vagas desta empresa costumam ser preenchidas em 26 dias.

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Acumatica

SiteLinkedInTodas as Vagas

501 - 1000 funcionários

Fundada em 2008

🏭 Manufatura

💼 Consultoria

📦 Logística

💰 $25.000.000 Series C em 2018-06

Manufacturing • Consulting • Logistics

Acumatica é um sistema intuitivo de ERP em Nuvem que oferece soluções abrangentes de gerenciamento empresarial para empresas em crescimento em vários setores. Com foco na satisfação do usuário, a Acumatica oferece aplicações especializadas para gestão financeira, construção, distribuição, manufatura, serviços profissionais e varejo. A plataforma é projetada para aumentar a eficiência, a colaboração e a visibilidade nas operações de negócios, permitindo que os usuários acessem insights em tempo real e otimizem fluxos de trabalho em um ambiente flexível e de baixo código.

Descrição

• Own and evolve five partner programs: VAR, ISV, OEM, Services and Alliance • Streamline program architecture and shift incentives toward growth, adoption and customer outcomes • Establish a trusted partner data and attribution model • Scale the ISV and marketplace motion for the AI era • Design and govern program standards, eligibility, tiers, benefits, requirements and operating standards • Own program roadmaps and annual refresh cycles • Maintain governance documents, program guides, policies and FAQs • Perform compliance reviews and audits • Build automation for prospective partner pipeline and initial qualification • Manage partner onboarding, offboarding and transitions between programs • Coordinate legal agreements, amendments and addendums with Legal • Oversee deal attribution, conflict resolution, payment rules and exception approvals • Own program economics, including margins, discounts, incentives, rebates, MDF, referral fees, revenue sharing and contra-revenue • Model P&L impact and manage incentive lifecycle through calculation, accrual, audit, reporting and payment • Partner with Finance on forecasts, payment accuracy, audit readiness and margin targets • Equip account managers with scorecards, segmentation, business-plan frameworks and monthly performance cadence • Maintain common partner data models and metrics across Sales, Finance and Marketing • Report on partner-sourced and partner-influenced revenue, customer attach, partner health, retention and program ROI • Own VAR tier, margin, discount and profitability architecture • Define VAR productivity, concentration and time-to-productivity metrics and conduct portfolio reviews • Align VAR incentives to net-new ACV, installed-base expansion, retention and product attach • Define geographic and segment coverage and white-space analysis • Own ISV admission decisions, certification standards and marketplace listing lifecycle • Govern referral, resale and revenue-share models • Run strategic ISV business reviews • Manage Alliance referral frameworks, co-sell rules, lead and opportunity tagging, referral fees and payment timing • Own ecosystem strategy and multi-year plan • Run partner advisory boards and executive sponsor programs • Own the partner technology stack, including PRM, CRM, deal registration, certification, marketplace listings, referral tracking and reporting • Serve as channel counterpart to Finance, FP&A, Revenue Accounting, Deal Desk and Legal • Build, lead and develop the programs and operations team • Complete a current-state audit within 90 days, launch a simplified framework within 12 months and demonstrate measurable improvement within 24 months • Report to the SVP, Partner Strategy and Programs

🎯 Requisitos

• 10+ years in partner programs, channel operations or channel management at a software company • 5+ years leading teams • Demonstrated ownership of VAR or reseller programs, including tier, margin and incentive design • Experience owning ISV programs • Direct experience running an ISV or technology partner program, including eligibility criteria, solution certification or marketplace listing, and ISV agreements • Proven financial modeling skill involving margins, discounts and incentive structures • Experience presenting financial models to senior finance leaders and executives • Hands-on command of PRM and CRM platforms and partner reporting • AI and Excel or equivalent analytical fluency • Experience writing and administering partner agreements and program policy with Legal • Experience at a company with the majority of revenue through indirect channels • Experience with services-led partners that implement the product • Experience rationalizing or sunsetting program elements and managing partner change, including grandfathering and communication • Executive communication skills, including board-ready materials and clear written program documentation • Working knowledge of revenue recognition and control considerations for channel incentives, or ability to partner effectively with Revenue Accounting • Preferred: experience designing referral programs and alliance or systems integrator programs • Preferred: ERP, SaaS or vertical software channel experience • Preferred: marketplace or app store platform experience and technical certification of partner solutions • Preferred: international or multi-region program experience • Managing the contract negotiation process for redlining is a plus

🏖️ Benefícios

• Annual bonus eligibility • Stock eligibility • Sales incentives based on revenue or utilization for certain roles • Medical, dental and vision insurance for US-based employees and dependents • Employer-paid short-term and long-term disability coverage • Basic life coverage • 401(k) plan with company match • Flexible time off • Sick and safe leave • Professional and financial growth potential • Remote work option

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