Director, Partner Programs

🕒 October 16

☕ Washington – Remote

☕ Washington – Remote

💵 $190k - $210k / year

⏰ Full Time

🔴 Lead

👔 Director

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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

• 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

🎯 Requirements

• 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

🏖️ Benefits

• 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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