Senior Director, Partner Account Management (North America)

Acumatica is a leading innovator in cloud ERP (Enterprise Resource Planning) solutions, helping small and midsized companies thrive in today’s digital economy. Our industry-specific business management solution features intelligent workflows and market-leading usability, enabling companies to manage risk, anticipate disruption, and seize new opportunities. Acumatica is a community of partners, customers, and creators committed to elevating business performance through collaboration and real-world insights. In May 2025, Acumatica was acquired by Vista Equity Partners, a global investment firm focused on enterprise software, data, and technology-enabled businesses.

About the role

This role leads our most important partner segment—Acumatica’s largest, highest-potential partners. You’ll manage a small team of Major PAMs (3–6) who each work closely with a handful of these partners. Together, this group drives a significant portion of our growth. This is a hands-on leadership role where you’ll work directly with partner executives, shape joint plans, drive execution, and ensure strong visibility into the business while developing your team to operate at a consistently high level. This role reports to the SVP, Partner Sales.

Responsibilities

• Drive outcomes across our most strategic partners:
  • Deliver strong, consistent revenue growth across major partners while maintaining a customer-first approach.
  • Ensure high customer satisfaction (NPS), low churn (<5%), and strong long-term customer outcomes.
  • Improve partner productivity and performance above the broader ecosystem.
• Lead and grow the Major PAM team:
  • Lead, coach, and develop a team of 3–6 Major PAMs.
  • Set a high bar for account management, planning, and execution.
  • Help each team member grow into a stronger, more strategic operator.
• Own relationships with top partners and their customers:
  • Build and maintain strong relationships with partner executives, including C-suite.
  • Stay closely connected across sales, delivery, and leadership within each partner.
  • Act as an executive sponsor on key deals and for strategic end customers.
• Drive annual planning and execution:
  • Lead the annual planning process with each major partner.
  • Ensure plans are clear, measurable, and tied to growth and customer outcomes.
  • Hold both the team and partners accountable to execution.
• Run high-impact QBRs:
  • Raise the quality and consistency of QBRs across the team.
  • Participate directly in the most important partner reviews.
  • Keep the focus on forward-looking growth, performance, and accountability.
• Own forecasting and business visibility:
  • Drive forecast accuracy and pipeline quality across major partners.
  • Ensure clear visibility into risks and opportunities.
  • Provide straightforward, reliable updates to leadership.
• Be the voice of the partner internally:
  • Represent the needs of top partners within Acumatica.
  • Influence programs, product, and go-to-market based on partner feedback.
  • Champion key partner asks and help remove internal friction.
• Scale what works:
  • Identify and establish best practices across major partners.
  • Share and drive adoption of those practices across the broader PAM team and ecosystem.

Requirements

• Bachelor’s degree in Business, Management, or related field required; MBA or advanced degree preferred.
• 10+ years of people leadership experience leading teams in partner management, account management, or similar roles.
• Experience working with complex B2B solutions (ERP experience strongly preferred).
• Deep expertise managing and growing strategic partner relationships.
• Strong operator—comfortable with planning, forecasting, and driving accountability.
• Able to work effectively at the executive level, both internally and with partners.
• Direct sales experience is a plus.

Pay

For this role, the salary range is $200,000–$220,000 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 consider a wide range of factors, including skills, qualifications, experience, and other relevant elements. Eligible roles may also receive additional rewards, including annual bonus and stock based on individual performance, as well as sales incentives based on revenue or utilization.

Benefits

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 leave, and safe leave.