{"id":2659284,"url":"https://alion.io/job/acumatica-director-partner-programs","title":"Director, partner programs","company":{"id":5312,"name":"Acumatica","domain":"acumatica.com","url":"https://alion.io/company/acumatica","size_band":"501-1000","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"SmartRecruiters","truth_index":null},"role":"Sales","role_family":"Sales","seniority":"head","employment_type":"full_time","work_mode":"remote","remote_scope":"stated_countries","remote_scope_basis":"board_field","remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Bellevue, United States"],"countries":["US"],"hiring_countries":["US"],"hiring_countries_total":1,"salary":{"min":190000,"max":210000,"currency":"USD","period":"year","gross":null,"usd_annual":210000},"salary_estimate":null,"experience_years_min":null,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[],"status":"live","first_seen_at":"2026-10-15T23:24:46Z","employer_posted_date":"2026-10-15","last_verified_at":"2026-10-16T17:05:35Z","board_verified":true,"closed_at":null,"days_open":0,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":0},"description":"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.\nAcumatica’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.\n Acumatica sells through partners, so the programs that govern how partners are recruited, paid, certified and held accountable are the go-to-market engine. Acumatica is seeking a leader to own five partner program operations: Value Added Reseller (VAR), Independent Software Vendor (ISV), Original Equipment Manufacturer (OEM), Services, and Alliance (referral). Over the next 12-24 months you will streamline the program architecture, shift incentives from activity toward growth, adoption and customer outcomes, establish one trusted partner data and attribution model, and scale the ISV and marketplace motion for the AI era. The VAR and ISV programs carry the most revenue and strategic weight and will receive the majority of your investment; OEM, Services and Alliance are held to the same standards of governance, economics and accuracy, with proportionate effort. You will be the single leader accountable for how the programs are structured, measured and operationalized, and how they incent and compensate partners across all five engagements.\nYou will work closely with our channel, isv, oem and alliance partner management organizations to drive towards measured targets with minimums established by each of the program frameworks. In addition to the frameworks, you will own the compliance, the economics, the data and the infrastructure, and the tools those relationships run on. You will present general proposals for program structure and economics to executive leadership.\nYou will work closely with the partner recruiting, education and enablement teams to ensure that the established program frameworks provide definitional direction to the development of educational content for use in the enablement motion as well as for partners who are struggling to meet minimum standards or even not live up to their fullest potential. You will stand up tools and reporting mechanisms which support the various functional motions within the organization, including account managers, that will help all parties track and measure partner success and failure.\nYou will also be responsible for overseeing onboarding and offboarding of partners and your team will lead compliance efforts when partners underperform.\nStrong cross-functional leadership is an essential element of success in this role.\nThis role reports to the SVP, Partner Strategy and Programs.\nWhat you own:\nResponsibilities Across All Five Programs (VAR, ISV, OEM, Services and Alliance).\nEach program is in a different stage of maturity. You will design, govern and evolve each program as needed, including standards, eligibility, tiers, benefits, requirements, and operating standards.\nOwn the program roadmap and annual refresh cycle, incorporating partner feedback, competitive benchmarking, financial modeling, executive approval and launch.\nMaintain consistent internally and externally facing documentation across all programs, including governance documents, program guides, policies, and FAQs.\nPerform compliance reviews and audits to ensure minimum standards are met and benefits are awarded correctly.\nBuild automation to manage top of funnel prospective partner pipeline and manage initial qualification prior to introducing candidates to the appropriate recruiting team.\nManage the operations of partner onboarding and offboarding and interface with legal to ensure proper execution and tracking of legal agreements, amendments and addendums across all programs. This includes transitioning partners between programs on an as needed basis and managing the rules of engagement and the partners participating in multiple programs.\nOversee deal attribution, conflict resolution and payment rules across the programs where it applies. Manage the approval workflows and handle exceptions which occur outside of policy.\nOwn program economics-including margins, discounts, incentives, rebates, MDF, referral fees, revenue sharing and contra-revenue-and model the P&L impact of changes before launch. Serve as the approver prior to payment of fees such as MDF and referrals as well as oversee and approve margin exceptions.\nManage the incentive lifecycle from modeling and calculation through accrual, documentation, audit, reporting and payment. Partner with Finance on forecasts, payment accuracy, audit readiness and alignment with company margin targets.\nEquip account managers with scorecards, segmentation, business-plan frameworks and a monthly performance cadence.\nMaintain a common partner data model and metrics framework across Sales, Finance and Marketing. Report consistently on partner-sourced and partner-influenced revenue, customer attach, partner health, retention, program ROI as well as additional metrics measured for each program.\nProgram-Specific Responsibilities (In addition to responsibilities across all programs)\nVAR Program\nOwn the VAR tier, margin and discount architecture and the partner profitability model, so that a well-run VAR earns an attractive return on subscription margin and services.\nDefine and report the productive-partner ratio, partner concentration and time to productivity for new VARs; run an annual portfolio review (invest, fix, exit) with Channel Management.\nAlign VAR incentives to net-new ACV, installed-base expansion, retention and ISV or product attach rather than activity.\nDefine geographic and segment coverage and white-space analysis with Channel Management and RevOps.\nISV Program\nPartner with the ISV business development team, own admission decisions based on alignment with product strategy and roadmap, market fit and technical quality.\nOwn solution certification standards for architecture, security and privacy, including review, renewal triggers and removal.\nGovern marketplace listing standards and the listing lifecycle, including quality thresholds and removal of solutions that no longer qualify.\nDefine when referral, resale and revenue-share models apply.\nRun strategic ISV business reviews against agreed targets and give Account Managers visibility into certified and listed solutions.\nAlliance Program\nPartnering with partner recruiting team, manage and optimize the framework for referring Alliance members, systems integrators, consulting firms and strategic technology alliances, joint business-plan standards, co-sell rules and governance cadence.\nManage lead and opportunity tagging, referral fees and payment timing, keeping referral processes simple enough to operate at scale.\nGeneral Leadership and Operational Responsibilities\nOwn the ecosystem strategy and multi-year plan, including market coverage, partner mix, priority ISV solution categories, geographic expansion, segment investment and build-versus-partner decisions.\nRun partner advisory boards and executive sponsor programs, translating feedback into program improvements.\nOwn the partner technology stack, including PRM/portal, CRM, deal registration, certification, marketplace listings, referral tracking and reporting, maintaining one authoritative partner record.\nServe as the primary channel counterpart to Finance, FP&A, Revenue Accounting, Deal Desk and Legal; present data-backed program economics and margin decisions to the CRO, CFO and executive/board as required.\nBuild, lead and develop the programs and operations team; set priorities, manage budgets and hold the team accountable for measurable outcomes.\nCoordinate execution with RevOps, Education, Recruiting, Enablement, Legal and Channel Management.\nHow success is measured\nThis role is measured on partner program operations - ability to drive and influence partner growth and volume, customer retention and expansion as well as influenced revenue. Operational excellence: deal-registration approval, onboarding and payment cycle times; scorecard coverage and adoption by Channel Managers; and quarterly compliance and remediation results.\nWhat success looks like:\nFirst 90 days: complete a current-state audit of all five programs, baseline the metrics above and agree attribution definitions with Sales, Finance and Marketing.\nBy 12 months: launch a simplified program framework with outcome-based incentives, a single partner data model and a decision-rights matrix adopted by Sales and Finance, and a defined ISV and marketplace roadmap.\nBy 24 months: demonstrate measurable improvement against agreed targets for partner productivity, ISV attach and partner retention, with program cost as a percentage of channel revenue at or below plan.\n 10+ years in partner programs, channel operations or channel management at a software company; 5+ years leading teams.\nDemonstrated ownership of VAR or reseller programs, including tier, margin and incentive design, and of and ISV programs.\nDirect experience running an ISV or technology partner program, including eligibility criteria, solution certification or marketplace listing, and ISV agreements.\nProven financial modeling skill: margin, discount and incentive structures, with a track record of presenting them to senior finance leaders and executives.\nHands-on command of PRM and CRM platforms and partner reporting. AI and Excel or equivalent analytical fluency.\nExperience writing and administering partner agreements and program policy, in coordination with Legal.\nExperience in a company with the majority of revenue through indirect channels, and with services-led partners that implement the product.\nExperience rationalizing or sunsetting program elements and managing partner change, including grandfathering and communication.\nExecutive communication: board-ready materials, clear written program documentation.\nWorking knowledge of revenue recognition and control considerations for channel incentives (rebates, MDF, referral fees), or the ability to partner effectively with Revenue Accounting.\nPreferred qualifications\nExperience designing referral programs and alliance or systems integrator programs.\nERP, SaaS or vertical software channel experience.\nExperience with marketplace or app store platforms, and with technical certification of partner solutions.\nInternational or multi-region program experience.\nExperience in a company with a majority of revenue through indirect channels.\nManaging the contract negotiation process for redlining a plus.\n Acumatica is an Affirmative Action and Equal Opportunity Employer/Veterans/Disabled. All qualified applicants will r...","description_format":"text","description_chars":13793,"description_truncated":true,"requirements":{"experience_years_min":null,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[{"language":"English","level":"All levels","optional":false}]},"benefits":["Equity","Flexible time off","Vision insurance"],"hiring_locations":[{"name":"United States","iso":"US","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["ERP & Business Management Software","Accounting & Tax Software"],"lifecycle":[{"event":"open","at":"2026-10-16T00:08:28Z"}],"visa":[],"liveness":{"score":90,"band":"hot","label":"Hiring now","p_open":1,"p_active":0.903,"p_room":1,"age_days":0,"expected_fill_days":25,"reasons":["conf:2","velocity","win:early"],"computed_at":"2026-10-16T05:45:00Z"},"pay":{"stated_usd_annual":210000,"is_top_pay":true},"html_url":"https://alion.io/job/acumatica-director-partner-programs","json_url":"https://alion.io/job/acumatica-director-partner-programs.json","meta":{"generated_at":"2026-10-16T20:25:11Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":946,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-10-17T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.02,"usd":0.002,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":5312},"rest":"https://alion.io/mcp/rest/get_company?id=5312"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Facumatica-director-partner-programs"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":1,"usd":0.1},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Facumatica-director-partner-programs"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.02,"usd":0.002},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Facumatica-director-partner-programs"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/acumatica-director-partner-programs\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Facumatica-director-partner-programs"}]}