Director of VAR GTM – Enablement

This is a fully remote position, open to applicants in Guatemala, +1 more country.

📋 Description

• Develop a scalable payments channel within Acumatica’s established SMB and lower-middle-market VAR ecosystem.

• Establish a repeatable go-to-market operating model that transforms VAR relationships into a quantifiable payments pipeline, activated merchants, payment volume, and revenue.

• Collaborate across Partner Programs, Payments, Sales, Product, Marketing, Operations, Partner Recruitment and Enablement, Partner Account Management, and Customer Success.

• Oversee the payments adoption funnel across the North American Acumatica VAR base from awareness and certification through the first transaction, repeat usage, and increased payment volume.

• Segment VARs based on potential, readiness, economics, and adoption behavior.

• Develop distinct activation strategies that enhance payments productivity and customer attach rates.

• Define partner-level metrics, reporting, and operational cadence focused on payment volume and partner-sourced payments revenue.

• Create and implement joint business plans with key VARs, including shared objectives, pipeline development, activation targets, forecasts, and quarterly business reviews.

• Engage directly with VAR executives and sales leaders to comprehend practice economics, services revenue, seller incentives, and customer priorities.

• Formulate repeatable strategies to assist VAR sellers in positioning, selling, deploying, and expanding payments within their existing Acumatica customer base.

• Design and scale VAR enablement programs covering product knowledge, payments economics, positioning, objection handling, and sales execution.

• Establish certification programs linked to measurable partner activation and program-tier objectives.

• Develop sales tools such as battlecards, ROI tools, competitive positioning, talk tracks, use cases, and demo environments.

• Enhance the payments partner program, including tiering, incentives, MDF, deal registration, certification, and partner benefits.

• Identify technical, sales, compensation, competitive, operational, and product barriers to partner adoption.

• Convert partner feedback into actionable requirements and scalable solutions for Product, Marketing, Solutions Engineering, Operations, and Payments leadership.

• Lead partner advisory sessions, executive business reviews, partner events, and pertinent industry forums.

• Incorporate market, partner, and competitive intelligence into internal product, commercial, and strategic decisions.

⛳️ Requirements

• Over 8 years of experience in channels, partnerships, indirect sales, partner go-to-market strategies, partner enablement, or related fields.

• Extensive ERP and channel knowledge, with proven experience collaborating with ERP VARs, resellers, dealers, or implementation partners.

• Demonstrated experience working within the SMB and/or lower-middle-market ERP ecosystems.

• Direct experience with the Acumatica ecosystem is highly preferred.

• Proven capability to drive commercial outcomes through an indirect partner base instead of relying on direct sales ownership.

• Experience in building or evolving partner programs, enablement motions, certification programs, incentives, or other mechanisms that influence partner behavior and boost revenue.

• Strong understanding of VAR business models, including reseller economics, services revenue, implementation cycles, recurring revenue, and seller incentives.

• Knowledge of B2B payments mechanics and economics, including acquiring/processing fundamentals, embedded payments models, and partner revenue-share structures.

• Direct experience in the B2B payments industry is strongly preferred.

• Proven ability to engage directly with partner executives and senior internal stakeholders.

• Strong commercial judgment and comfort using partner, pipeline, payment-volume, and revenue data to analyze performance.

• Demonstrated ability to influence independent businesses or sales organizations without controlling compensation, headcount, or day-to-day operations.

• Proven ability to influence cross-functional leaders and secure resources without direct organizational authority.

• Capability to operate effectively as a senior individual contributor in a matrixed organization.

• Proven ability to create structure and operational processes where none currently exist.

• Executive presence with strong written and verbal communication skills.

• Bachelor’s degree or equivalent professional experience.

• Preferred: direct experience in B2B payments, fintech, merchant services, embedded payments, or payment technology.

• Preferred: experience in selling or enabling B2B payments through an ERP, POS, ISV, or VAR ecosystem.

• Preferred: experience in developing joint business plans and executive-level quarterly business reviews.

• Preferred: experience in designing partner tiers, incentives, MDF, deal registration, or certification.

• Preferred: experience with partner CRM/PRM systems and performance analytics.

• Preferred: experience working across Product, Sales, Marketing, Finance, Operations, and Solutions Engineering.

🏝️ Benefits

• Annual bonus.

• Stock options.

• Sales incentives based on revenue or utilization, depending on the terms of the plan and the employee’s role.

• Healthcare benefits, including medical, dental, and vision insurance for you and your dependents.

• Employer-paid Short-Term/Long-Term Disability coverage.

• Basic life insurance coverage.

• 401(k) plan with company matching.

• Flexible time off.

• Sick and safe leave.