Senior Director, Partner Account Management (North America)

Acumatica • Bellevue, WA

6d • $200,000 - $220,000 • Onsite

About The Position

This role leads Acumatica’s most important partner segment, focusing on the company’s largest and highest-potential partners. The Senior Director will manage a small team of Major PAMs (3–6) who work closely with these key partners, driving a significant portion of Acumatica's growth. This is a hands-on leadership role requiring direct engagement with partner executives to shape joint plans, drive execution, and ensure strong business visibility. A key aspect of this role is developing the team to operate at a consistently high level. The position reports to the SVP, Partner Sales.

Requirements

• Bachelor’s degree in Business, Management, or related field required.
• 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.

Nice To Haves

• MBA or advanced degree preferred.
• Direct sales experience is a plus.

Responsibilities

• Drive outcomes across our most strategic partners, ensuring strong, consistent revenue growth 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, coach, and develop a team of 3–6 Major PAMs, setting a high bar for account management, planning, and execution.
• Help each team member grow into a stronger, more strategic operator.
• Build and maintain strong relationships with partner executives, including C-suite, and stay closely connected across sales, delivery, and leadership within each partner.
• Act as an executive sponsor on key deals and for strategic end customers.
• Lead the annual planning process with each major partner, ensuring plans are clear, measurable, and tied to growth and customer outcomes.
• Hold both the team and partners accountable to execution.
• Raise the quality and consistency of QBRs across the team and participate directly in the most important partner reviews, focusing on forward-looking growth, performance, and accountability.
• Drive forecast accuracy and pipeline quality across major partners, ensuring clear visibility into risks and opportunities.
• Provide straightforward, reliable updates to leadership.
• Represent the needs of top partners within Acumatica, influencing programs, product, and go-to-market strategies based on partner feedback.
• Champion key partner asks and help remove internal friction.
• Identify and establish best practices across major partners and share/drive adoption across the broader PAM team and ecosystem.

Benefits

• 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 and safe leave
• Annual bonus
• Stock
• Sales incentives based on revenue or utilization

What This Job Offers

• Job Type: Full-time
• Career Level: Senior