VAR Channel Partner Recruitment Manager

Responsibilities

• Partner identification & pipeline development
• Work from Intuit's provided target VAR list to build a prioritized outreach pipeline, segmenting targets by ERP practice focus, customer profile, and strategic fit.
• Supplement the target list with independent market research to identify additional high-potential VAR candidates not yet in Intuit's pipeline.
• Develop and execute outbound recruitment campaigns — direct outreach, industry events, referral channels — to generate interest and create recruitment opportunities at scale.
• Maintain accurate pipeline records in CRM, tracking all prospective partners through each stage of the recruitment funnel.
• Partner recruitment & program signing
• Lead all recruitment conversations with prospective VAR partners: initial outreach, discovery, value proposition presentation, program term negotiation, and agreement execution.
• Navigate complex multi-stakeholder decisions within prospective partner organizations — principal, practice lead, sales leadership — and drive to a signed agreement.
• Execute a structured partner handoff to the Channel Enablement function upon signing, ensuring all onboarding context, partner profile data, and commitment documentation is transferred cleanly.
• Support the Enablement function as needed to accelerate first transaction during the on-ramp period.
• Share recruitment learnings — objections, competitive positioning, program feedback — with the broader Commercial Partnerships team to continuously improve the program's market positioning.
• Market intelligence & program input
• Serve as Intuit's primary intelligence source on the ERP VAR competitive landscape: program structures, incentive models, and partner sentiment toward Sage, Acumatica, NetSuite, and other competing platforms.
• Provide structured feedback to partner program and product teams on the features, terms, and incentives that most influence VAR recruitment decisions.
• Represent Intuit at relevant industry events, VAR community gatherings, and ERP ecosystem forums to build brand awareness and recruitment pipeline.

Qualifications

• 10+ years of experience in channel partner recruitment, channel development, or VAR/reseller program management within a SaaS or enterprise software company; or equivalent combination of experience and education.
• Direct experience recruiting value-added resellers in the ERP ecosystem — Sage, Acumatica, NetSuite, Microsoft Dynamics, SAP Business One, or equivalent.
• Proven track record as a hunter: you have built your own pipeline, run full recruitment cycles, and closed partners against a quota or target.
• Deep understanding of how VARs evaluate channel programs — margin economics, practice investment, training requirements, competitive lock-in, and program support.
• Strong executive presence and negotiation skills: ability to engage credibly with VAR principals and close complex, multi-stakeholder program agreements.
• Proficiency with CRM tools (Salesforce preferred) and strong pipeline management discipline.

Pay offered is based on factors such as job-related knowledge, skills, experience, and work location. To drive ongoing fair pay for employees, Intuit conducts regular comparisons across categories of ethnicity and gender.