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Director, partner programs
Acumatica
Bellevue, USA
Full-time
Director · 10+ years experience
Remote
Discovered 1 weeks ago
Full Job Posting
Preferred qualifications
- Experience designing referral programs and alliance or systems integrator programs.
- ERP, SaaS or vertical software channel experience.
- Experience with marketplace or app store platforms, and with technical certification of partner solutions.
- International or multi-region program experience.
- Experience in a company with a majority of revenue through indirect channels.
- Managing the contract negotiation process for redlining a plus.
- Acumatica is an Affirmative Action and Equal Opportunity Employer/Veterans/Disabled. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability. If you have a disability and you believe you need a reasonable accommodation in order to search for a job opening or to submit an online application, please e-mail [email protected]. This email is created exclusively to assist disabled job seekers whose disability prevents them from being able to apply online. Only emails sent for this purpose will be returned. Emails sent for other purposes, such as following up on an application or technical issues not related to a disability, will not receive a response.
- For this role, the salary range is $190,000-210,000 annually. This range represents the low and high end of the salary range for this job and may vary based on location. The actual salary offer will carefully consider a wide range of factors, including skills, qualifications, experience and other relevant elements.
- At Acumatica, certain roles are eligible for additional rewards, including annual bonus and stock. These awards are allocated based on individual performance. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee’s role.
- Benefits/perks listed here may vary depending on the nature of your employment with Acumatica and the country where you work. US-based employees gain access to healthcare benefits (medical, dental and vision insurance for you and your dependents), employer paid Short-Term/Long-Term Disability and Basic life coverage, 401(k) plan with company match, Flexible time off, sick and safe leave, among others.
- Acumatica is a company on a mission. We are a leading innovator in cloud ERP (Enterprise Resource Planning) solutions with growing businesses worldwide. But don’t take our word for it—read what analysts like G2, IDC, Nucleus Research, and Info-Tech have to say about us. Acumatica is different by design and purposely built to help small and midsized companies thrive in today’s digital economy. Our industry-specific business management solution is engineered to address real-world needs—featuring intelligent workflows and market-leading usability that enable companies to manage risk, anticipate disruption, and seize new opportunities. Our principled business practices, growth-friendly licensing, and flexible deployment options put organizations in control of their own future. Acumatica is more than just a product—we are a community of partners, customers, and creators committed to elevating business performance. Our ecosystem is driven by collaboration, merging leading technology and real-world insights to put organizations control of their future. In May of 2025, Acumatica was acquired by Vista Equity Partners, a global investment firm focused on enterprise software, data and technology-enabled businesses.
- Acumatica’s culture is collaborative and high-energy. We are passionate about our product and our mission, and we are loyal to each other and our company. We value work/life balance, efficiency, simplicity, freakishly friendly customer service, and making a difference in the world. Acumatica offers exceptional professional and financial growth potential. To learn more about Acumatica’s mission, please visit: http://www.acumatica.com.
Qualifications
- 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, and of and 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: margin, discount and incentive structures, with a track record of presenting them 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, in coordination with Legal.
- Experience in a company with the majority of revenue through indirect channels, and with services-led partners that implement the product.
- Experience rationalizing or sunsetting program elements and managing partner change, including grandfathering and communication.
- Executive communication: board-ready materials, clear written program documentation.
- Working knowledge of revenue recognition and control considerations for channel incentives (rebates, MDF, referral fees), or the ability to partner effectively with Revenue Accounting.
- Experience designing referral programs and alliance or systems integrator programs.
- ERP, SaaS or vertical software channel experience.
- Experience with marketplace or app store platforms, and with technical certification of partner solutions.
- International or multi-region program experience.
- Experience in a company with a majority of revenue through indirect channels.
- Managing the contract negotiation process for redlining a plus.
About Acumatica
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