Director of VAR GTM – Enablement

🔥 0 minutes ago

🌐 Guatemala, United States – Remote

🇬🇹 Guatemala – Remote 🇺🇸 United States – Remote

💵 $200k - $220k / year

⏰ Full Time

🔴 Lead

🎁 Product Marketing

👻 Ghost score 0%

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Acumatica

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2008

🏭 Manufacturing

💼 Consulting

📦 Logistics

💰 $25M Series C on 2018-06

Manufacturing • Consulting • Logistics

Acumatica is a leading provider of cloud-based Enterprise Resource Planning (ERP) software, offering a comprehensive suite of business management applications. Their platform is designed to help midmarket companies streamline operations and improve efficiency through integrated solutions for financial management, construction, distribution, manufacturing, and retail management. Known for its exceptional usability and flexible licensing options, Acumatica provides tools that empower collaboration, automation, and real-time insights across multiple business departments. Their solutions are industry-focused, helping companies connect and manage every aspect of their business in the cloud, enabling growth and innovation through modern, cross-module workflows.

📋 Description

• Build a scalable payments channel within Acumatica’s established SMB and lower-middle-market VAR ecosystem • Create a repeatable GTM operating model that converts VAR relationships into measurable payments pipeline, activated merchants, payment volume, and revenue • Work across Partner Programs, Payments, Sales, Product, Marketing, Operations, Partner Recruitment and Enablement, Partner Account Management, and Customer Success • Own the payments adoption funnel across the North American Acumatica VAR base from awareness and certification through first transaction, repeat usage, and scaled payment volume • Segment VARs by potential, readiness, economics, and adoption behavior • Build differentiated activation strategies that increase payments productivity and customer attach rate • Define partner-level metrics, reporting, and operating cadence focused on payment volume and partner-sourced payments revenue • Build and execute joint business plans with priority VARs, including shared objectives, pipeline development, activation targets, forecasts, and quarterly business reviews • Work directly with VAR executives and sales leaders to understand practice economics, services revenue, seller incentives, and customer priorities • Develop repeatable plays to help VAR sellers position, sell, deploy, and expand payments within their existing Acumatica customer base • Design and scale VAR enablement covering product knowledge, payments economics, positioning, objection handling, and sales execution • Build certification programs tied to measurable partner activation and program-tier objectives • Create sales tools including battlecards, ROI tools, competitive positioning, talk tracks, use cases, and demo environments • Evolve the payments partner program, including tiering, incentives, MDF, deal registration, certification, and partner benefits • Diagnose technical, sales, compensation, competitive, operational, and product barriers to partner adoption • Translate partner feedback into actionable requirements and scalable fixes for Product, Marketing, Solutions Engineering, Operations, and Payments leadership • Lead partner advisory sessions, executive business reviews, partner events, and relevant industry forums • Bring market, partner, and competitive intelligence into internal product, commercial, and strategic decisions

🎯 Requirements

• 8+ years in channel, partnerships, indirect sales, partner GTM, partner enablement, or related roles • Deep ERP and channel expertise, with demonstrated experience working with ERP VARs, resellers, dealers, or implementation partners • Demonstrated experience working within SMB and/or lower-middle-market ERP ecosystems • Direct experience with the Acumatica ecosystem is strongly preferred • Proven ability to drive commercial outcomes through an indirect partner base rather than relying on direct sales ownership • Experience building or evolving partner programs, enablement motions, certification programs, incentives, or other mechanisms that change partner behavior and drive revenue • Strong understanding of VAR business models, including reseller economics, services revenue, implementation cycles, recurring revenue, and seller incentives • Working knowledge of B2B payments mechanics and economics, including acquiring/processing fundamentals, embedded payments models, and partner revenue-share structures • Direct B2B payments industry experience is strongly preferred • Demonstrated ability to work directly with partner executives and senior internal stakeholders • Strong commercial judgment and comfort using partner, pipeline, payment-volume, and revenue data to diagnose performance • Demonstrated ability to influence independent businesses or sales organizations where you do not control compensation, headcount, or day-to-day execution • Demonstrated ability to influence cross-functional leaders and secure resources without direct organizational authority • Ability to operate effectively as a senior individual contributor in a matrixed organization • Demonstrated ability to build structure and operating processes where none currently exist • Executive presence and strong written and verbal communication skills • Bachelor's degree or equivalent professional experience • Preferred: direct experience in B2B payments, fintech, merchant services, embedded payments, or payment technology • Preferred: experience selling or enabling B2B payments through an ERP, POS, ISV, or VAR ecosystem • Preferred: experience developing joint business plans and executive-level QBRs • Preferred: experience designing partner tiers, incentives, MDF, deal registration, or certification • Preferred: experience with partner CRM/PRM systems and performance analytics • Preferred: experience working across Product, Sales, Marketing, Finance, Operations, and Solutions Engineering

🏖️ Benefits

• Annual bonus • Stock • Sales incentives based on revenue or utilization, depending on the terms of the plan and the employee’s role • Healthcare benefits: medical, dental and vision insurance for you and your dependents • Employer-paid Short-Term/Long-Term Disability coverage • Basic life coverage • 401(k) plan with company match • Flexible time off • Sick and safe leave