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Partnership Manager- Bangalore

Keka HR Payroll Software
Karnataka, IND
Onsite
Discovered 1 months ago
Channel and alliances managementPartner account managementB2B SaaS or enterprise technologyRevenue and pipeline managementCRM/PRM systemsCo-selling

Full Job Posting

About Keka and the Partner Organization

Keka is an HR technology company serving businesses across HR, payroll, performance, hiring, and finance.

The partner organization works with distributors, resellers, technology and ISV partners, and referral partners such as CAs, HR consultants, payroll bureaus, and advisors.

Role Overview

The Partner Account Manager owns a named book of Keka partners end to end, including program rules, pipeline, co-selling, operations, go-to-market, cross-functional alignment, and partner relationships.

The role is based in Bangalore and is onsite.

The position is identified as Manager or Senior Manager and reports to the Associate Director of India Partnerships.

Program and Partner Mechanics

  • Own partner-program rules covering tiers, certifications, market development funds, branding, incentives, rebates, and commissions.
  • Maintain accurate partner data, certifications, contacts, and opportunities in CRM and PRM systems.
  • Oversee deal registration, contract renewals, service-level agreement compliance, and market development fund claim validation.

Pipeline, Co-Sell, and Go-to-Market

  • Drive pipeline creation, co-sell support, negotiations, margin discussions, and conflict resolution with each partner.
  • Build partner sales plans, joint customer-success plans, reference-customer development, and upsell or cross-sell motions.
  • Run joint go-to-market campaigns, key plays, enablement milestones, and co-marketing strategy and execution.

Operations and Cross-Functional Work

  • Lead QBRs, MBRs, weekly reviews, forecasting accuracy, pipeline hygiene, and partner scorecard management.
  • Coordinate Sales, Marketing, Operations, Finance, Legal, Customer Success, Presales, and Channel Leadership on partner needs.
  • Resolve commercial, operational, and support escalations while managing budgets and partner-investment deal desks.

Strategic Relationships and Lifecycle

  • Maintain executive alignment with VP and C-level contacts at top partners, including annual business reviews and multiyear growth roadmaps.
  • Monitor partner health scores, journey mapping, NPS, and advisory-board participation.
  • Run voice-of-partner programs, build the partner community, and manage clean exits or offboarding when required.

Must-Have Qualifications

  • 6–10 years of channel, alliances, or partner-account management experience at a B2B SaaS or enterprise-technology company.
  • Experience carrying a partner-sourced revenue number.
  • Strong commercial instincts covering margins, incentives, deal economics, and conflict resolution.
  • CRM/PRM hygiene discipline and structured QBR and forecasting cadence.
  • Comfort with VP and C-level conversations at partner organizations.

Nice-to-Have Qualifications

  • Experience in HR technology, fintech, or payroll-adjacent industries.
  • Experience scaling a partner portfolio from a small number of partners to more than 50 active partners.

Compensation

  • Compensation is competitive and commensurate with experience.

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