Partnership Manager-Chennai

Keka Hr; Chennai District; On-site; INR 1,800,000 - 2,700,000; Full time

Job summary

Keka is seeking a Partner Account Manager to own a named book of partners in Chennai, driving end-to-end program rules, pipeline, co-sell and GTM collaboration with cross-functional teams. You will maximize revenue impact while delivering an exceptional partner experience.

Must have 6–10 years in B2B SaaS/channel roles, strong commercial instincts, and experience with CRM/PRM hygiene. Experience scaling partner ecosystems to 50+ partners is a plus.

Qualifications

• 6–10 years in channel / alliances / partner-account management at a B2B SaaS or enterprise-tech company.
• Experience carrying a partner-sourced revenue and strong commercial instincts.
• Proficiency with CRM/PRM hygiene, forecasting cadence and QBRs.

Responsibilities

• Own program rules for tier criteria, certifications, MDF usage and incentives.
• Maintain partner data in CRM/PRM and oversee deals, renewals and MDF claims.
• Drive pipeline, co-sell and GTM with partners and manage negotiations.
• Develop joint sales and customer-success plans and upsell/cross-sell motions.
• Coordinate cross-functional reviews, forecasts and partner scorecards.

Skills

Channel / Alliances

Partner management

CRM/PRM hygiene

Senior stakeholder management

Commercial instincts

Tools

CRM software

Job description

About Keka & the Partner Organization

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 PAM 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 responsible for maximizing your partners’ revenue impact while delivering an exceptional experience with Keka.

Location- Chennai

Key Responsibilities

• 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.

How Success Is Measured

• Partner-sourced + partner-influenced revenue against quota.
• Active partners %, pipeline coverage, win rate, forecast accuracy.
• Tier-progression of partners, certification compliance, partner NPS.

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.