Partnership Manager - Bangalore

Keka HR; Bengaluru; Presencial; INR 2 200 000 - 4 000 000; Tempo integral

Resumo da oferta

Keka HR is seeking an seasoned Partner Manager in Bengaluru to own a named partner book end-to-end, including program rules, pipeline, co-sell motions and GTM execution.

You will drive partner revenue, maintain CRM/PRM hygiene, and coordinate across Sales, Marketing, Ops, Finance, Legal and Channel Leadership to resolve escalations and optimize partner investments.

Qualificações

• 6-10 years in channel / alliances / partner-account management at a B2B SaaS or enterprise-tech company.
• Carried a partner-sourced revenue and executive-level interaction experience.
• Strong commercial instincts on margins, incentives and deal economics.
• CRM/PRM hygiene and regular QBR/forecasting cadence.

Responsabilidades

• Own named partner book end-to-end: programs, pipeline, co-sell and GTM.
• Manage partner data in CRM/PRM, certifications, contacts and opportunities.
• Oversee deal registration, renewals, SLA and MDF claim validation.
• Drive pipeline, co-sell support, negotiations and joint GTM campaigns.
• Coordinate cross-functional reviews (QBR/MBR) and partner scorecards.
• Lead executive alignment with VP/C-level partners and annual growth roadmaps.

Conhecimentos

Channel / alliances

Partner-account management

CRM/PRM hygiene

Senior stakeholder engagement

Descrição da oferta de emprego

Keka is one of India's fastest-growing modern HR-tech companies, serving 10,000+ businesses across HR, payroll, performance, hiring and finance. The Keka Partner Organization is a strategic growth lever — operating a partner ecosystem across distributors, resellers, technology / ISV partners, and referral partners (CAs, HR consultants, payroll bureaus, advisors)

Role Summary

The Partner Manager owns a named book of Keka partners end-to-end — program rules, pipeline, co-sell, operations, GTM, cross-functional alignment and the partner relationship. You are the single throat-to-choke for your partners' revenue contribution and their experience working with Keka.

Key Responsibilities

Program & Partner Mechanics

• Own program rules — tier criteria, certifications, MDF usage, branding, incentives, rebates and commissions.
• Maintain clean partner data in CRM/PRM ( certifications, contacts, opportunities);
• Oversee deal registration, contract renewals, SLA and MDF claim validation.

Pipeline, Co-Sell & GTM

• Drive pipeline creation, co-sell support, negotiation, margin discussion and conflict resolution with each partner.
• Build partner sales plans, joint customer-success plans, reference-customer development and upsell/cross-sell motions.
• Run joint GTM — campaigns, key plays, enablement milestones, co-marketing strategy and execution.

Operations, Reviews & Cross-Functional

• QBR / MBR / weekly reviews, forecasting accuracy, pipeline hygiene and partner scorecard management.
• Coordinate Sales, Marketing, Ops, Finance, Legal, CS, Presales and Channel Leadership on partner needs.
• Resolve commercial, operational and support escalations; manage budgets and deal-desk for partner investments.

Strategic Relationship & Lifecycle

• Executive alignment with VP/C-level at top partners; annual business reviews and multi-year growth roadmaps.
• Partner health-score monitoring, journey mapping, NPS, advisory-board participation.
• Voice-of-partner programs, partner community building, and clean exit/offboarding when required.

Must-Have

• 6-10 years in channel / alliances / partner-account management at a B2B SaaS or enterprise-tech company; carried a partner-sourced number.
• Strong commercial instincts — margin, incentives, deal economics and conflict resolution.
• CRM/PRM hygiene discipline and structured QBR / forecasting cadence.
• Senior stakeholder presence — comfortable with VP / C-level conversations at partners.

Nice-to-Have

• HR-tech, fintech, or payroll-adjacent industry exposure.
• Experience scaling a partner book from a handful to 50+ active partners.