Senior Director, Partner Account Management

Job Description

This role leads our most important partner segment—Acumatica’s largest, highest-potential partners.

You’ll manage a small team of Major PAMs (3–6) who each work closely with a handful of these partners. Together, this group drives a significant portion of our growth.

This is a hands-on leadership role. You’ll be working directly with partner executives, helping shape joint plans, driving execution, and making sure we have strong visibility into the business. Just as important, you’ll develop your team to operate at a consistently high level. This role reports to the SVP, Partner Sales.

What You’ll Do

Drive outcomes across our most strategic partners

• Deliver strong, consistent revenue growth across major partners while maintaining a customer-first approach.
• Ensure high customer satisfaction (NPS), low churn (<5%), and strong long-term customer outcomes.
• Improve partner productivity and performance above the broader ecosystem.

Lead and grow the Major PAM team

• Lead, coach, and develop a team of 3–6 Major PAMs.
• Set a high bar for account management, planning, and execution.
• Help each team member grow into a stronger, more strategic operator.

Own relationships with top partners and their customers

• Build and maintain strong relationships with partner executives, including C-suite.
• Stay closely connected across sales, delivery, and leadership within each partner.
• Act as an executive sponsor on key deals and for strategic end customers.

Drive annual planning and execution

• Lead the annual planning process with each major partner.
• Ensure plans are clear, measurable, and tied to growth and customer outcomes.
• Hold both the team and partners accountable to execution.

Run high-impact QBRs

• Raise the quality and consistency of QBRs across the team.
• Participate directly in the most important partner reviews.
• Keep the focus on forward-looking growth, performance, and accountability.

Own forecasting and business visibility

• Drive forecast accuracy and pipeline quality across major partners.
• Ensure clear visibility into risks and opportunities.
• Provide straightforward, reliable updates to leadership.

Be the voice of the partner internally

• Represent the needs of top partners within Acumatica.
• Influence programs, product, and go-to-market based on partner feedback.
• Champion key partner asks and helps remove internal friction.

Scale what works

• Identify and establish best practices across major partners.
• Share and drive adoption of those practices across the broader PAM team and ecosystem.