Senior Strategic Partnerships & Engagement  Manager

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.