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. The Expected Base Pay Range For This Position Is California Remote (Not Bay Area) $200,500- $271,000 New York Remote $208,000- $281,500 Virginia Remote $186,000- $251,500.