VAR Payments GTM & Enablement Lead

Acumatica; Bellevue (WA); On-site; USD 200,000 - 220,000; Full time

Benefits offered by this job

Healthcare benefits

401(k) with company match

Flexible time off

Disability coverage

Job summary

Acumatica is seeking a Director of VAR GTM & Enablement to build a scalable payments channel within its SMB and lower-middle-market VAR ecosystem. You will educate and evangelize the Payments opportunity, remove adoption barriers, and drive partner engagement at scale across North America.

Your leadership will span Payments, Sales, Product, Marketing, and Operations to create repeatable plays, joint GTM plans, and measurable growth in payments volume and partner-sourced revenue.

Qualifications

• 8+ years in channel, partnerships, indirect sales, partner GTM, or related roles.
• Deep ERP and channel expertise with ERP VARs, resellers, dealers, or implementation partners.
• Experience in SMB/lower-middle-market ERP ecosystems.
• Direct experience with Acumatica ecosystem preferred.
• Proven ability to drive outcomes through indirect partner base.
• Experience building or evolving partner programs, enablement motions, certification programs, incentives, or other mechanisms.
• Strong understanding of VAR business models, including reseller economics, services revenue, recurring revenue, and seller incentives.
• Working knowledge of B2B payments mechanics and economics, including acquiring/processing, embedded payments.
• Demonstrated ability to work with partner executives and senior stakeholders.
• Strong commercial judgment and comfort using data to diagnose performance.
• Ability to influence without direct authority.
• Executive presence and strong communications.
• Bachelor's degree or equivalent

Responsibilities

• Drive VAR Activation and Payment Volume across NA VAR base.
• Segment VARs and build activation strategies.
• Define partner metrics and cadence, focused on payment volume and partner revenue.
• Build joint GTM with strategic VARs with objectives and forecasts.
• Work with VAR executives on practice economics, incentives, and priorities.
• Develop repeatable plays to position, sell, deploy, and expand payments.
• Establish cadence for pipeline, partner performance, forecasts, and reviews.
• Translate partner motions into scalable, repeatable plays.
• Design VAR enablement strategy and certification programs.
• Create sales tools for VAR sellers: battlecards, ROI tools, and demos.
• Evolve the partner program with tiering, incentives, MDF, and benefits.
• Use data to improve partner economics and program evolution.
• Identify adoption barriers and drive fixes with product/marketing/ops.
• Represent Payments program to executives and lead advisory sessions.
• Align with Payments GM and partner teams on success metrics.
• Ensure scalable VAR GTM and enablement across hundreds of partners.

Skills

Channel partnerships

Indirect sales

Partner enablement

ERP knowledge

Executive presence

Cross-functional

Communications

Strategic thinking

Data-driven

Negotiation

Education

Bachelor's degree or equivalent

Job description

Acumatica is seeking a Director of VAR GTM & Enablement to build a scalable payments channel within its SMB and lower-middle-market VAR ecosystem. You will educate and evangelize the Payments opportunity, remove adoption barriers, and drive partner engagement at scale across North America.

Your leadership will span Payments, Sales, Product, Marketing, and Operations to create repeatable plays, joint GTM plans, and measurable growth in payments volume and partner-sourced revenue.