Senior Strategic Partnerships & Engagement  Manager

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. 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.

Acumatica’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.

Job Description

The Senior Strategic Channel Partnerships & Engagement Manager is a newly created role designed to transform Acumatica’s partner ecosystem from transactional recruiting to high-impact, executive-level alliances. This individual contributor role will be responsible for identifying, cultivating, enabling C-level connections and strategic partnerships that drive measurable partner productivity, accelerate time-to-value, and maximize ROI across Acumatica’s ecosystem. 

The new role reflects Acumatica’s mandate: to align partner acquisition with long-term value creation, ensure partner cohorts graduate into productivity faster, and build a stronger best-in-class partner engagement model starting in 2026. 

This Senior Strategic Channel Partnerships & Engagement Manager role is meant to become the “VAR prospect list expert” who maintains the system of truth for potential partner opportunities.  Our colleague will complement VAR recruitment and enablement by being the “strategic orchestrator” and data-driven hunter of new channel opportunities.  He/she will data mine and build the intelligence layer of the VAR prospect list while balancing external executive engagement with prospect VARs to ensure that partner engagements translate into tangible business partnerships. 

Job Responsibilities:

Strategic Channel Development & Targeting (60%) 

• Build and maintain a high-value pipeline of potential VARs that align with Acumatica’s ideal partner profile (industry, size, vertical, geography, maturity). 

• Design and continuously refine the “Ideal Partner Profile” (IPP) using win data, churn data, and partner performance benchmarks. 

• Build and maintain a Tiered Prospect List Dashboard (Top 100 targets, watchlist, M&A targets, resellers from competitor ecosystems). 

• Track VAR consolidation and mergers to identify potential recruits or at-risk partners. 

• Support negotiations and structure of partnership agreements in collaboration with Legal, Finance, and other internal executive stakeholders. 

Partner Intelligence & Data Infrastructure (15%) 

• Own the Partner Prospect Database within CRM to ensure data hygiene and segmentation. 

• Leverage tools like ZoomInfo and LinkedIn Sales Navigator to source and verify leads. 

• Develop monthly intelligence briefs summarizing competitive movements (e.g., NetSuite, Sage, Infor VAR migrations). 

• Create/manage dashboards on Recruitment Velocity, Partner Health Index, and Market Coverage Gaps. 

Ecosystem Engagement (15%) 

• Map influencers, ISVs, and referral ecosystems tied to target VARs. 

• Develop joint engagement cadences with internal Acumatica stakeholders for top 20 targets. 

• Represent Acumatica at selective industry events (e.g., ITA, ConnectWise, etc.) to cultivate VAR prospect leads. 

• Build warm intro playbooks (leveraging existing VAR partners’ success stories). 

Reporting, KPIs & Executive Enablement (10%) 

• Ensure leadership visibility and accountability to results. 

• Maintain monthly scorecards (prospect list movement, conversion rate, new partnerships signed & from which ecosystem). 

• Present insights during Quarterly Channel Strategy Reviews. 

• Collaborate with Enablement/Productivity part of the organization to link prospect engagement → conversion → productivity. 

• Track ROI of recruitment marketing spend tied to strategic outreach lists. 

Qualifications

• 3 years of experience in strategic partnerships, channel, or business development roles (ERP/enterprise SaaS experience preferred). 
• 3 years of proven ability to develop and manage executive-level relationships that translate into measurable revenue impact.
• BA/BS in Marketing, Business, or related field.

• Legacy VAR partner ecosystems preferred – but ISVs, OEMs, MSPs know-how welcome. 

• Demonstrated success in enabling C-Level connections & new partnerships. 

• Experience in mining data, tools and managing lists to drive partnership results. 

• Data-driven abilities, with experience managing KPIs, speed to recruit, speed to deals for new recruits, win rate, and ROI. 

• Excellent communication and executive presence; ability to enable connections with C-level stakeholders. 

• Ability to work cross functionally and to gain alignment amongst several stakeholders.   

• Strong relationship-building skills with VAR leadership.  

• Salesmanship to drive new strategic channel partner connections, new partnerships and onboarding. 

• Identifying partnership potential to facilitate connections of impact within specific timeframe. 

• Manage performance against partner connection quota, and sales pipeline and revenue contribution from those strategic partners. 

• Support partner satisfaction and retention scores. 

Additional Information

Acumatica is an Affirmative Action and Equal Opportunity Employer/Veterans/Disabled. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.
If you have a disability and you believe you need a reasonable accommodation in order to search for a job opening or to submit an online application, please e-mail [email protected]. This email is created exclusively to assist disabled job seekers whose disability prevents them from being able to apply online. Only emails sent for this purpose will be returned. Emails sent for other purposes, such as following up on an application or technical issues not related to a disability, will not receive a response. 

For this role, the salary range is $140,000-$155,000 annually. This range represents the low and high end of the salary range for this job and may vary based on location. The actual salary offer will carefully consider a wide range of factors, including skills, qualifications, experience and other relevant elements.
At Acumatica, certain roles are eligible for additional rewards, including annual bonus and stock. These awards are allocated based on individual performance. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee’s role.

Benefits/perks listed here may vary depending on the nature of your employment with Acumatica and the country where you work. US-based employees gain access to healthcare benefits (medical, dental and vision insurance for you and your dependents), employer paid Short-Term/Long-Term Disability and Basic life coverage, 401(k) plan with company match, Flexible time off, sick and safe leave, among others.