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Partner Development Manager - Services Partners
Intuit Enterprise Suite competes in the mid-market ERP space, and a robust services partner ecosystem is essential to winning and retaining customers. Customers choose ERP platforms in part based on the availability of qualified implementation partners - partners who understand not just the product, but the specific industry context, compliance requirements, and operational workflows of the customer's business.
As Services Partner Manager, you own the strategy and execution of Intuit's services partner ecosystem for IES. You are responsible for recruiting, certifying, and managing implementation partners - and for ensuring that the ecosystem provides meaningful coverage across both the IES product surface and the vertical markets IES serves. This is a portfolio strategy role as much as a relationship management role: you need to understand the IES product map well enough to identify where certified implementation capacity is thin or absent, and recruit specifically to fill those gaps.
Services partners bring two dimensions of specialization: product depth (expertise across specific IES modules and configurations) and vertical or SIC-level expertise (deep knowledge of the compliance, reporting, and workflow requirements of specific industries - construction, manufacturing, professional services, field service, and others). A well-constructed services partner ecosystem provides coverage across both dimensions.
Responsibilities
Ecosystem strategy & coverage mapping
Develop and maintain a coverage map of the IES services partner ecosystem: documenting which product modules, vertical markets, and SIC codes are covered by certified partners, and identifying gaps where certified implementation capacity is absent or insufficient.
Use the coverage map to drive a prioritized recruitment agenda - targeting services partners with the product knowledge and vertical expertise needed to fill specific gaps, rather than recruiting generalists.
Stay current on the IES product roadmap, working with the product and engineering teams to anticipate where new modules or capabilities will require new or updated implementation partner certification.
Define coverage targets by vertical and product area, and track progress against them on a regular reporting cadence.
Services partner recruitment & certification
Identify and recruit implementation partners with the right combination of product expertise and vertical specialization to fill coverage gaps in the ecosystem.
Lead the end-to-end recruitment process: partner identification, outreach, qualification, and agreement execution.
Own the certification process for new and existing services partners: working with the Channel Enablement Manager and IES product teams to ensure that certification standards reflect the actual complexity of IES implementations, and that certified partners meet those standards.
Maintain the certification program as the IES product evolves - updating requirements, recertifying partners on new modules, and retiring certifications where partners no longer meet the standard.
Services partner relationship management
Own the ongoing commercial and program relationship with all certified services partners - serving as their primary point of contact at Intuit.
Drive a regular cadence of engagement with each active services partner: implementation capacity reviews, pipeline visibility, product update briefings, and joint planning for upcoming customer implementations.
Monitor the health and performance of the services partner portfolio: tracking implementation quality, customer satisfaction with partner-delivered implementations, and partner capacity versus demand.
Identify partners who are growing their IES practice and invest in deepening those relationships; identify partners whose performance or capacity has declined and develop remediation or transition plans.
Represent services partner needs and feedback to the IES product team, advocating for implementation-relevant product improvements and ensuring partners have the documentation, tools, and sandbox access they need to deliver quality implementations.
Implementation support & escalation
Serve as the commercial escalation point for services partners encountering issues with in-flight customer implementations - connecting partners to the right Intuit resources to unblock delivery.
Collaborate with the Partner Success Manager to ensure that services partner performance during implementation is visible and that post-go-live customer health reflects implementation quality.
Surface systemic implementation issues - patterns of difficulty with specific modules, configurations, or customer profiles - to the IES product and engineering teams.
Cross-functional collaboration
Work closely with the Channel Enablement Manager to align services partner certification with the broader partner enablement program and ensure that certification standards are consistent with the skills required for successful IES implementations.
Collaborate with the ISV Partner Manager to understand how ISV integrations affect implementation complexity, and to ensure that services partners are equipped to implement IES alongside key ISV solutions.
Partner with the Pre-sales & Technical Spec team to align solution architecture recommendations with services partner capabilities, ensuring that deals are scoped accurately against available implementation capacity.
Qualifications
Required Qualifications
10+ years of experience in partner management, channel programs, or a related role within a SaaS or enterprise software company, with direct exposure to implementation or services partner ecosystems.
Understanding of ERP or enterprise software implementation dynamics: you know how implementations are scoped, what makes them complex, and what distinguishes a strong implementation partner from a weak one.
Demonstrated experience managing a partner portfolio with accountability for partner performance, certification compliance, and ecosystem health.
Strategic thinking about partner ecosystems: able to assess coverage gaps, prioritize recruitment, and think about the portfolio as a whole rather than individual relationships in isolation.
Strong relationship management and communication skills: able to engage credibly with implementation partner principals and technical leads.
Proficiency with CRM and partner management tools (Salesforce preferred)
Preferred Qualifications
Direct experience managing implementation or services partner programs for a mid-market ERP platform - Intuit Enterprise Suite, Sage Intacct, Acumatica, NetSuite, Microsoft Dynamics, or equivalent.
Familiarity with the vertical markets IES serves: construction (SIC 15-17), manufacturing, professional services, field service, and related industries - and the compliance, reporting, and workflow requirements specific to those verticals.
Experience designing or managing partner certification programs, including defining competency standards, building assessment frameworks, and maintaining certification currency as the product evolves.
Background that includes either implementation consulting or technical pre-sales - you can have an informed conversation with an implementation partner about the complexity of a specific customer configuration.
Familiarity with how ISV integrations affect ERP implementation scope and partner capability requirements.
Bachelor's degree in Business, Technology, or a related field, or equivalent practical experience.
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Intuit provides a competitive compensation package with a strong pay for performance rewards approach. This position may be eligible for a cash bonus, equity rewards and benefits, in accordance with our applicable plans and programs (see more about our compensation and benefits at Intuit: Careers | Benefits). 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:
The expected base pay range for this position is:
Mountain View $186,500 - $252,500
New York $189,500- $256,000
Skills:
Accreditation Standards, Alliance/Partner Management, Alliance/Partner Marketing, Architectural Services, Cadence, Channel Management, Channel Marketing, Channel Strategies, Communication Skills, Construction, Cross-Functional, Customer Relationship Management (CRM), Customer Retention/Renewal, Customer Satisfaction, Customer/Client Research, Documentation, ERP (Enterprise Resource Planning), Ecosystems, Enterprise Applications, Establish Priorities, High Tech Industry, Independent Software Vendor (ISV), Manufacturing, Microsoft Dynamics, NetSuite, On Site Support, Pre-Sales, Problem Solving Skills, Product Documentation, Product Engineering, Product Planning, Professional Services, Project Tracking, Regulatory Compliance, Relationship Management, Sales Management, Sales Presentation, Sales/Support Engineering (SE), Salesforce.com, Software as a Service (SaaS), Standards Development, Technical Consulting, Technical Leadership, Technical Sales, Vertical/Industry Marketing
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Intuit Inc
