Senior Strategic Partnerships – Engagement Manager

November 11

☕ Washington – Remote

Although this job is listed in Washington, this company may be open to hiring remote in other states.

💵 $140k - $155k / year

⏰ Full Time

🟠 Senior

💰 Account Manager

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Acumatica

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SaaS • Enterprise • Finance

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.

501 - 1000 employees

Founded 2008

☁️ SaaS

🏢 Enterprise

💸 Finance

💰 $25M Series C on 2018-06

📋 Description

• Build and maintain a high-value pipeline of potential VARs that align with Acumatica’s ideal partner profile (industry, size, vertical, geography, maturity). • Design and continuously refine the “Ideal Partner Profile” (IPP) using win data, churn data, and partner performance benchmarks. • Build and maintain a Tiered Prospect List Dashboard (Top 100 targets, watchlist, M&A targets, resellers from competitor ecosystems). • Track VAR consolidation and mergers to identify potential recruits or at-risk partners. • Support negotiations and structure of partnership agreements in collaboration with Legal, Finance, and other internal executive stakeholders. • Own the Partner Prospect Database within CRM to ensure data hygiene and segmentation. • Leverage tools like ZoomInfo and LinkedIn Sales Navigator to source and verify leads. • Develop monthly intelligence briefs summarizing competitive movements (e.g., NetSuite, Sage, Infor VAR migrations). • Create/manage dashboards on Recruitment Velocity, Partner Health Index, and Market Coverage Gaps. • Map influencers, ISVs, and referral ecosystems tied to target VARs. • Develop joint engagement cadences with internal Acumatica stakeholders for top 20 targets. • Represent Acumatica at selective industry events (e.g., ITA, ConnectWise, etc.) to cultivate VAR prospect leads. • Build warm intro playbooks (leveraging existing VAR partners’ success stories). • Ensure leadership visibility and accountability to results. • Maintain monthly scorecards (prospect list movement, conversion rate, new partnerships signed & from which ecosystem). • Present insights during Quarterly Channel Strategy Reviews. • Collaborate with Enablement/Productivity part of the organization to link prospect engagement → conversion → productivity. • Track ROI of recruitment marketing spend tied to strategic outreach lists.

🎯 Requirements

• 3+ years of experience in strategic partnerships, channel, or business development roles (ERP/enterprise SaaS experience preferred) • 3+ years of proven ability to develop and manage executive-level relationships that translate into measurable revenue impact • BA/BS in Marketing, Business, or related field • Legacy VAR partner ecosystems preferred – but ISVs, OEMs, MSPs know-how welcome • Demonstrated success in enabling C-Level connections & new partnerships • Experience in mining data, tools and managing lists to drive partnership results • Data-driven abilities, with experience managing KPIs, speed to recruit, speed to deals for new recruits, win rate, and ROI • Excellent communication and executive presence; ability to enable connections with C-level stakeholders • Ability to work cross functionally and to gain alignment amongst several stakeholders • Strong relationship-building skills with VAR leadership • Salesmanship to drive new strategic channel partner connections, new partnerships and onboarding • Identifying partnership potential to facilitate connections of impact within specific timeframe. • Manage performance against partner connection quota, and sales pipeline and revenue contribution from those strategic partners. • Support partner satisfaction and retention scores.

🏖️ Benefits

• Healthcare benefits (medical, dental and vision insurance for you and your dependents) • Employer paid Short-Term/Long-Term Disability • Basic life coverage • 401(k) plan with company match • Flexible time off • Sick and safe leave