Partnership Manager - Pune

Keka HR; Pune District; On-site; INR 1,800,000 - 2,800,000; Full time

Job summary

Keka HR is seeking a Partner Manager in Pune to own an end-to-end named partner book, including program rules, pipeline, co-sell, and GTM strategies. You will drive partner revenue contribution and ensure a smooth partner experience with Keka.

You will coordinate with Sales, Marketing, Ops and Finance to optimize partner programs, data hygiene, and quarterly reviews, while building strong executive relationships at top partners.

Qualifications

• 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.

Responsibilities

• Own program rules, 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.
• Drive pipeline creation, co-sell support, negotiation and conflict resolution with partners.
• Build partner sales plans, joint customer-success plans, reference-customer development, upsell/cross-sell motions.
• Run joint GTM — campaigns, plays, enablement milestones, co-marketing strategy and execution.
• QBR/MBR/weekly reviews, forecasting accuracy, pipeline hygiene and partner scorecard management.
• Coordinate cross-functional teams on partner needs.
• Resolve escalations; manage budgets and deal desks for partner investments.
• Executive alignment with VP/C-level at top partners; annual business reviews.
• Partner health-score monitoring, journey mapping, NPS, advisory-board participation.

Skills

Channel partnerships management

Partner account management

CRM/PRM hygiene

Senior stakeholder communication

Job description

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.