About the Company
Lead the company's global partner ecosystem for ERP, CRM, and HCM products. The role is responsible for acquiring strategic partners, building a structured partner program, and managing regional Partner Account Managers across India, the Middle East, and the Far East.
About the Role
The objective of the role is to create a strong partner-led revenue engine where partners generate pipeline, participate in sales cycles, and implement ERP, CRM, and HCM solutions successfully.
Responsibilities
Partner Strategy and Ecosystem Development
- Define the partner strategy for ERP, CRM, and HCM solutions.
- Identify partner categories such as system integrators, implementation partners, consulting firms, technology partners, and referral partners.
- Build a scalable partner ecosystem that supports market expansion and revenue growth.
- Design a structured partner program including partner tiers, certification requirements, incentives, and revenue expectations.
Partner Acquisition
- Identify and onboard new strategic partners across India, the Middle East, and the Far East.
- Evaluate partner capabilities in ERP, CRM, and HCM implementation.
- Assess partner sales capability, consulting strength, and industry expertise.
- Negotiate and execute partnership agreements.
- Ensure partners align with the company's go-to-market model.
Partner Account Management Leadership
- Lead and manage regional Partner Account Managers.
- Set clear pipeline and revenue targets for each region.
- Ensure partners are actively engaged in demand generation and opportunity development.
- Regional management scope:
- India | Develop local partner network and system integrators
- Middle East | Expand ERP, CRM, HCM partner ecosystem in UAE, KSA, Bahrain, Oman, Qatar, Kuwait
- Far East | Build strategic alliances in Asian markets
Partner Enablement and Certification
- Develop structured training programs for ERP, CRM, and HCM solutions.
- Ensure partners complete product training and certification.
- Provide partners with sales playbooks, demo environments, and implementation guidelines.
- Ensure partners can independently demonstrate and implement solutions.
Pipeline and Revenue Generation
- Drive partner-led pipeline creation.
- Ensure partners actively introduce opportunities and participate in sales cycles.
- Work closely with internal sales teams on partner-led opportunities.
- Track conversion from partner lead sales engagement proposal deal closure.
Partner Performance Management
- Metric | Description
- New Partners Onboarded | Strategic ERP/CRM/HCM partners acquired
- Active Partners | Partners generating pipeline
- Partner Generated Pipeline | Opportunity value generated by partners
- Partner Revenue Contribution | Revenue closed through partners
- Partner Certification | Number of partners trained and certified
Partner Governance and Program Management
- Define partner tiers
- Establish clear engagement rules between partners and direct sales teams.
- Ensure compliance with partner program policies and brand standards.
- Maintain long-term relationships with high-performing partners.
Cross Functional Alignment
- Work closely with Sales, Marketing, and Delivery teams.
- Ensure partners receive pre-sales support, demo environments, and proposal assistance.
- Coordinate with delivery teams to ensure partners implement solutions successfully.
Qualifications
- Experience | Requirement
- Channel Strategy | Experience building partner ecosystems for enterprise software
- ERP/CRM/HCM Exposure | Understanding of enterprise business applications
- Partner Acquisition | Ability to identify and onboard strategic partners
- International Markets | Exposure to India, Middle East, or Asian markets
- Leadership | Experience managing regional partner managers
- Negotiation | Ability to structure and close partnership agreements
Preferred Skills
- Experience working with ERP, CRM, or HCM solution providers.
- Experience managing system integrators and consulting partners.
- Experience working in enterprise SaaS or enterprise software environments.
Success will be measured by:
- Area | Outcome
- Partner Ecosystem | Strong network of capable ERP, CRM, and HCM partners
- Pipeline Growth | Consistent partner-generated opportunities
- Revenue Contribution | Increasing share of revenue through partners
- Partner Capability | Partners capable of selling and implementing solutions independently
Equal Opportunity Statement
We are committed to diversity and inclusivity.
