abacum - Senior Partner Account Manager
Requirements
• 8+ years in partner management, channel sales, alliances, or business development at a B2B SaaS company managing systems integrators, advisory firms, or consulting partners, including 4+ years in a pipeline- or revenue-accountable partner role. • A track record of turning technology and advisory partnerships into sourced pipeline and closed revenue, not just integrations, logos, and press releases. Partnerships with ERP, accounting, HRIS, or other Office of the CFO platforms as well as FP&A advisory and system integrators are ideal. • Experience in the CPM, EPM, or FP&A software space, or selling to finance leaders, is strongly preferred. Strong EPM sales experience without partner experience will also be considered. • Proven success co-selling alongside AEs on complex, multi-stakeholder mid-market and enterprise deals. • Confidence building and presenting joint business plans to partner executives and holding partners accountable to their commitments. • Excellent relationship-building, communication, and negotiation skills, and you're comfortable in the room with partner leadership and CFOs. • An analytical, operationally rigorous approach. You're fluent in Salesforce, partner attribution, and pipeline metrics. Experience with PRM tools is a plus.\ • Based in the US and able to travel for partner meetings, prospect meetings, and industry events.
Responsibilities
• Own a portfolio of technology and advisory partners across North America, from recruitment and contracting through activation, GTM execution, growth, and executive-level relationship management. • Build and maintain joint business plans with each partner. Each plan will cover the shared ICP, target accounts, pipeline, ARR, and services goals, and an operating cadence to hold both sides accountable. • Drive partner-sourced and partner-influenced pipeline by co-selling with our AEs through joint account mapping, target-account planning, shared pipeline reviews, and multithreaded relationships on both sides. • Drive the enablement of partner sales and technical teams on Abacum's value, positioning, and core use cases, in collaboration with Partner Solutions, so their teams can confidently identify, refer, and support opportunities. • Enable Abacum's AEs to sell with partners: when to engage them, how to run a co-sell motion, and how to jointly manage sales cycles and build field relationships for mutual benefit. • Partner with Marketing on joint go-to-market programs such as webinars, events, co-branded content, integration marketing, and targeted campaigns with partners. • Help shape how Partner Operations and the Abacum Partner Program scales, including tiering, incentives, playbooks, reporting, and the processes that make partner-led growth repeatable. • Work with Product and Partner Solutions on integration roadmaps and joint value propositions and bring partner and market feedback back into the business.
Benefits
• Competitive compensation including equity package • Competitive vacation policy • Medical Insurance • Access to Meditopia (wellbeing platform) • Language courses (English / Spanish) • Customer Obsession: We share the understanding that Abacum's sole purpose is to create value for customers and relentlessly deploy all creativity and energy to that end. • Audacious Ambition: We dream big and embrace discomfort. We assume risks, make on-time mistakes and learn how to methodically accomplish our goals. • Good People: We are self-reflective and praise diversity of thought. We don't justify the end with the means and know where to draw the line. We have fun every day. • Tough Love: We truly care for everyone in the team and embrace honest feedback and radical candor as ways to genuinely help each other.
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