Sr. VAR Manager

Kinaxis Inc.•Remote,

5d•Remote

About The Position

Kinaxis is seeking a Sr. VAR Manager to drive the growth and performance of its VAR business across North America. The role focuses primarily on mid-market companies with annual revenues below $1 billion and translates Kinaxis’ global partner strategy into a regional execution plan. This commercially driven leader will recruit, develop, and manage resellers to expand market coverage, accelerate customer acquisition, and generate sustainable subscription revenue growth.

Requirements

At least 8 years of demonstrated success leading VAR, channel sales, or partner businesses within enterprise SaaS.
Experience owning a revenue target and delivering growth through indirect sales channels.
Proven ability to scale productive reseller relationships across North America.
Strong understanding of mid-market buying behavior and repeatable, efficient sales execution.
Experience developing joint business plans, managing pipeline and forecasts, and driving partner accountability.
Ability to influence senior partner executives and collaborate across sales, marketing, services, product, and customer success.
Strong commercial judgment, negotiation skills, and executive communication capabilities.
Ability to travel to customer sites.

Nice To Haves

Experience in supply chain planning, ERP, manufacturing, or related enterprise applications.

Responsibilities

Own an assigned North American territory VAR business plan, including subscription sales targets, pipeline creation, new customer acquisition, and partner productivity.
Identify priority industries, territories, and market segments to expand market reach and address coverage gaps.
Execute a volume- and velocity-focused sales approach to generate qualified opportunities, improve conversion, and shorten sales cycles.
Identify regional investment priorities and resources to support scalable, profitable growth.
Continuously prospect, identify opportunities, and drive expansion within the VAR install base.
Identify and recruit VARs with strong industry expertise, established customer relationships, and proven enterprise software sales capabilities.
Develop joint business plans with revenue commitments, pipeline targets, staffing requirements, and enablement milestones.
Build executive relationships that establish Kinaxis as a strategic growth priority within each partner’s business.
Lead regular partner pipeline reviews, forecasting, deal strategy sessions, and quarterly business reviews.
Support partners through qualification, discovery, business case development, competitive positioning, negotiation, and close.
Maintain accurate forecasts and visibility into opportunity health, sales activity, and partner commitments.
Coordinate with regional sales leaders to align account coverage, support joint pursuits, and resolve channel conflicts.
Work with enablement, solution consulting, marketing, and services teams to build partner selling and delivery capabilities.
Partner with marketing to execute targeted campaigns and demand-generation programs that produce qualified opportunities.
Collaborate with customer success and services teams to support implementation readiness, customer adoption, renewals, and expansion.