Director, Strategic Partnerships & Engagement

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.

The Director, Strategic Channel Partnerships & Engagement is a newly created role designed to transform Acumatica’s partner ecosystem from transactional recruiting to high-impact, executive-level alliances. This leader 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 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.

The Director will serve as Acumatica’s point leader for developing high-value strategic partnerships across targeted ERP reselling channels, and geographies. This individual will balance external executive engagement with internal alignment across Marketing, Sales, Business Development, Product, and Partner Enablement teams to ensure that partner engagements translate into tangible business outcomes.

This role reports to the Senior Director, partner recruitment and enablement. 

Job responsibilities:

Strategic Channel Development (65%)

• Identify and engage executive decision-makers within prospective and existing legacy ERP partners and other partner types.
• Establish partnerships that complement Acumatica’s growth priorities and ecosystem strategy.
• Support negotiations and structure of partnership agreements in collaboration with Legal, Finance, and other internal executive stakeholders.

Partner Productivity & ROI (15%)

• Ensure new strategic partners successfully transition through recruitment to enablement and achieve measurable sales productivity within defined timelines.
• Track and report on partner performance metrics including graduation rates, revenue contribution, and pipeline velocity.

Ecosystem Engagement (10%)

• Act as the executive-level liaison for key partners, fostering collaboration, joint GTM planning, and co-selling initiatives.
• Align with Marketing to amplify partner visibility, success stories, and joint demand-generation campaigns.

Internal Collaboration (10%)

• Work with the Productivity function to ensure partner onboarding and lifecycle management are tightly linked to performance outcomes.
• Provide feedback to Sales, Product, and Enablement to improve partner experience and competitiveness.

• 10 + years of experience in strategic partnerships, channel, or business development roles (ERP/enterprise SaaS experience preferred).
• 10 + 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.
• Strong background in partner ecosystems (ISVs, VARs, OEMs, MSPs).
• Demonstrated success in creating C-Level connections.
• Experience in structuring and negotiating partnership agreements.
• Data-driven decision-making, with experience managing KPIs such as partner productivity, speed to deals, win rate, and ROI.
• Excellent communication and executive presence; ability to influence C-level stakeholders.
• Ability to work cross functionally and to gain alignment amongst several stakeholders.  
• Strong relationship-building skills with VAR leadership. 
• Number of new strategic channel partner connections, new acquisitions and onboarded.
• 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.

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 $185,000-$200,000 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.