Director, Partner Programs

Acumatica

. Own and evolve five partner programs: VAR, ISV, OEM, Services and Alliance .

Posted 10/16/2026full-timeRemote • Washington • United StatesLead💰 $190,000 - $210,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in managing partner programs, including VAR and ISV program ownership, financial modeling, and compliance. Proficient in utilizing PRM and CRM platforms to enhance partner engagement and reporting.

Highest-signal resume keywords

Partner Program ManagementFinancial ModelingISV Program OwnershipPRM And CRM PlatformsExecutive Communication

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Financial ModelingProgram Policy AdministrationPartner Agreement WritingCompliance ReviewsData Attribution ModelingProgram Economics ManagementPerformance ReportingPartner OnboardingIncentive DesignPortfolio Reviews

Soft Skills

LeadershipStrategic ThinkingCommunication SkillsTeam DevelopmentConflict Resolution

Tools & Technologies

PRM PlatformsCRM PlatformsExcelMarketplace PlatformsPartner Reporting Tools

Industry Keywords

VAR ProgramsISV ProgramsChannel OperationsIndirect ChannelsRevenue RecognitionSaaSERPMarketplace ExperienceServices-Led PartnersMulti-Region Programs

Tech Stack

Tools & technologies

ERP

About the role

Key responsibilities & impact

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

What you’ll need

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

Comp & perks

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