Director, Partner Programs

Company Description

Acumatica is a company on a mission. We are a leading innovator in cloud ERP (Enterprise Resource Planning) solutions with growing businesses worldwide. Acumatica is different by design and purposely built to help small and midsized companies thrive in today's digital economy.

Job Description

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.

What you own:

• Responsibilities Across All Five Programs (VAR, ISV, OEM, Services and Alliance).
• Own program economics, including margins, discounts, incentives, rebates, MDF, referral fees, revenue sharing and contra-revenue.
• Manage the incentive lifecycle from modeling and calculation through accrual, documentation, audit, reporting and payment.
• Own the partner technology stack, including PRM/portal, CRM, deal registration, certification, marketplace listings, referral tracking and reporting.

Qualifications

• 10+ years in partner programs, channel operations or channel management at a software company; 5+ years leading teams.
• Proven financial modeling skill: margin, discount and incentive structures.
• Hands-on command of PRM and CRM platforms and partner reporting. AI and Excel or equivalent analytical fluency.
• Working knowledge of revenue recognition and control considerations for channel incentives (rebates, MDF, referral fees).

Preferred qualifications

• Experience with marketplace or app store platforms, and with technical certification of partner solutions.

Additional Information

For this role, the salary range is $190,000-210,000 annually. Acumatica is an Affirmative Action and Equal Opportunity Employer.