Sourcing the right resellers; identify VARs whose existing book of business sits in our ICP (venture-backed SaaS $3M to $75M ARR)

Standing up a repeatable motion; design the reseller partnership model, negotiate commercials, and build the playbook for how new resellers activate and produce

Owning our presence at reseller-ecosystem events (SuiteWorld, Sage Intacct Advantage, Acumatica Summit, etc.) and running our own reseller onboarding gatherings

Designing the reseller program structure: certification requirements, tiered rate cards, and margin / incentive design

Managing resale motions end-to-end: partner-led deal registration, ICP alignment, deal support, and conflict resolution with direct sales

Setting clear expectations with partners on product fit and ideal customer profile, and correcting misalignment early

Managing partner agreements from strawman to signature, balancing structural fairness with commercial outcomes

What Sets You Up for Success

3 to 6 years in channel sales, VAR / SI partner management, or reseller programs; ERP or fintech channel experience strongly preferred, ideally sourcing VARs whose existing book overlaps with a specific ICP

Understanding of reseller economics: margin, services revenue, and why a firm bets its practice on a platform

Experience designing or operating partner tiers, rate cards, or certification programs, and building the playbook for how new resellers activate and produce

Strong commercial judgment on partner-fair deal structure and agreements, from strawman to signature

Strategic Partnerships Lead, Solution Providers

Responsibilities

Qualification

Required

Preferred

Benefits

Company

Dualentry

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