Note: The job is a remote job and is open to candidates in USA. Acumatica is a provider of cloud enterprise resource planning solutions for growing businesses. The VP of Business Development will lead the strategy, growth, and commercial outcomes of Acumatica’s Independent Software Vendor ecosystem, including partner recruitment, enablement, co-selling, revenue growth, and team development.
Responsibilities
- Own and execute the end-to-end GTM strategy, revenue targets, and expansion roadmap for Acumatica’s ISV partner ecosystem. Deliver quantifiable results: 1. Strategic ISV recruiting and ecosystem development 2. Quantifiable partner-influenced opportunities 3. strategic ownership of FbA (Fulfilled by Acumatica) program 4. Solution completeness and thought leadership 5. Lead, develop, and scale a team responsible for ecosystem growth and individual partner plans
- Partner with internal Sales and VAR channel teams to drive net-new opportunities and increase total joint customer ACV
- Set up programs and execution plans for each of these ecosystems
- Partner closely with related internal teams (e.g. Marketing, Partner Programs, Partner Management, Product, and the VAR/partner community) to drive successful execution of the plans
- Identify, negotiate, and onboard strategic ISVs that fill key product capability gaps, unlock new vertical markets, and complement Acumatica’s industry solutions. Serve as the executive sponsor for strategic ISV relationships and represent Acumatica at key industry, technology, and partner events. Establish clear KPI frameworks, joint business plans, and revenue reporting across all ISV tiers and strategic integration initiatives. Maintain and cultivate a strong partnership with Product Management and our Product Strategy to recruit and develop partners who are mission critical to our Industry GTM motions
- 20% travel domestically and internationally
Skills
- Results-oriented, execution-obsessed
- You love the doing and the process but you are all about results
- You have excellent analytical and problem solving abilities, including the ability to effectively prioritize and execute activities in a high-pressure just in time environment
- You adhere to and analyze standards and procedures for workflow and change management
- You are willing to challenge the status quo
- Communicator. You have outstanding verbal and written communication skills with domestic and international customers, both external and internal
- Great with Partners. You have an ability to establish great rapport with people, and you have a track record working with partners
- You work successfully alongside external and internal constituents who are technical and non-technical when executing your daily responsibilities and contributing to cross-functional projects of broad scope
- Experienced. Proven strong leadership skills as a business development leader within an ERP company or a quota-carrying sales executive within a complex professional services firm, such as a corporate law practice, capital firm or a major division of a business consulting organization serving the mid-market
- Demonstrated track record of building successful business functions within SMB/LMM ERP with special focus on manufacturing, distribution and/or construction
- Proven and verifiable history of driving year over year growth to meet benchmarks and company goals
- Prior experience in building programs and a demonstrated track record for scaling new programs
- Strong negotiation skills
- Keen interpersonal and customer relations skills. A Recruiter, a partner, an enabler
Benefits
- Annual bonus and stock for certain roles, allocated based on individual performance.
- Sales incentives based on revenue or utilization for certain roles, depending on the terms of the plan and the employee’s role.
- Healthcare benefits for US-based employees, including medical, dental and vision insurance for you and your dependents.
- Employer-paid Short-Term/Long-Term Disability and Basic life coverage for US-based employees.
- 401(k) plan with company match for US-based employees.
- Flexible time off for US-based employees.
- Sick and safe leave for US-based employees.
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