Full-Time Director, Strategic Partnerships & Engagement

The Director, Strategic Channel Partnerships & Engagement is a newly created role designed to transform Acumatica’s partner ecosystem. This leader will be responsible for identifying, cultivating, enabling C-level connections and strategic partnerships that drive measurable partner productivity, accelerate time-to-value, and maximize ROI across Acumatica’s ecosystem.The role reflects Acumatica’s mandate: to align partner acquisition with long-term value creation, ensure partner cohorts graduate into productivity faster, and build a stronger best-in-class partner engagement model starting in 2026.The Director will serve as Acumatica’s point leader for developing high-value strategic partnerships across targeted ERP reselling channels, and geographies. This individual will balance external executive engagement with internal alignment across Marketing, Sales, Business Development, Product, and Partner Enablement teams to ensure that partner engagements translate into tangible business outcomes.

Job responsibilities:

• Strategic Channel Development (65%): Identify and engage executive decision-makers within prospective and existing legacy ERP partners and other partner types. Establish partnerships that complement Acumatica’s growth priorities and ecosystem strategy. Support negotiations and structure of partnership agreements in collaboration with Legal, Finance, and other internal executive stakeholders.
• Partner Productivity & ROI (15%): Ensure new strategic partners successfully transition through recruitment to enablement and achieve measurable sales productivity within defined timelines. Track and report on partner performance metrics including graduation rates, revenue contribution, and pipeline velocity.
• Ecosystem Engagement (10%): Act as the executive-level liaison for key partners, fostering collaboration, joint GTM planning, and co-selling initiatives. Align with Marketing to amplify partner visibility, success stories, and joint demand-generation campaigns.
• Internal Collaboration (10%): Work with the Productivity function to ensure partner onboarding and lifecycle management are tightly linked to performance outcomes. Provide feedback to Sales, Product, and Enablement to improve partner experience and competitiveness.

Requirements:

• 10 + years of experience in strategic partnerships, channel, or business development roles (ERP/enterprise SaaS experience preferred).
• 10 + 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.
• Strong background in partner ecosystems (ISVs, VARs, OEMs, MSPs).
• Demonstrated success in creating C-Level connections.
• Experience in structuring and negotiating partnership agreements.
• Data-driven decision-making, with experience managing KPIs such as partner productivity, speed to deals, win rate, and ROI.
• Excellent communication and executive presence; ability to influence C-level stakeholders.
• Ability to work cross functionally and to gain alignment amongst several stakeholders. Strong relationship-building skills with VAR leadership.

Performance Metrics:

• Number of new strategic channel partner connections, new acquisitions and onboarded.
• 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.

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