Director, partner programs

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. The VAR and ISV programs carry the most revenue and strategic weight and will receive the majority of your investment; OEM, Services and Alliance are held to the same standards of governance, economics and accuracy, with proportionate effort. You will be the single leader accountable for how the programs are structured, measured and operationalized, and how they incent and compensate partners across all five engagements. You will work closely with our channel, isv, oem and alliance partner management organizations to drive towards measured targets with minimums established by each of the program frameworks. In addition to the frameworks, you will own the compliance, the economics, the data and the infrastructure, and the tools those relationships run on. You will present general proposals for program structure and economics to executive leadership. You will work closely with the partner recruiting, education and enablement teams to ensure that the established program frameworks provide definitional direction to the development of educational content for use in the enablement motion as well as for partners who are struggling to meet minimum standards or even not live up to their fullest potential. You will stand up tools and reporting mechanisms which support the various functional motions within the organization, including account managers, that will help all parties track and measure partner success and failure. You will also be responsible for overseeing onboarding and offboarding of partners and your team will lead compliance efforts when partners underperform. Strong cross-functional leadership is an essential element of success in this role. This role reports to the SVP, Partner Strategy and Programs. What you own: • Responsibilities Across All Five Programs (VAR, ISV, OEM, Services and Alliance). • Each program is in a different stage of maturity. You will design, govern and evolve each program as needed, including standards, eligibility, tiers, benefits, requirements, and operating standards. • Own the program roadmap and annual refresh cycle, incorporating partner feedback, competitive benchmarking, financial modeling, executive approval and launch. • Maintain consistent internally and externally facing documentation across all programs, including governance documents, program guides, policies, and FAQs. • Perform compliance reviews and audits to ensure minimum standards are met and benefits are awarded correctly. • Build automation to manage top of funnel prospective partner pipeline and manage initial qualification prior to introducing candidates to the appropriate recruiting team. • Manage the operations of partner onboarding and offboarding and interface with legal to ensure proper execution and tracking of legal agreements, amendments and addendums across all programs. This includes transitioning partners between programs on an as needed basis and managing the rules of engagement and the partners participating in multiple programs. • Oversee deal attribution, conflict resolution and payment rules across the programs where it applies. Manage the approval workflows and handle exceptions which oc