VP, Business Development

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

📋 Description

• Drive the strategy, growth, and commercial success of Acumatica’s Independent Software Vendor ecosystem.

• Lead, develop, and enhance a team responsible for the growth of the ecosystem and the plans tailored for individual partners.

• Own and implement the comprehensive go-to-market strategy, revenue objectives, and expansion roadmap for the ISV partner ecosystem.

• Propel strategic ISV recruitment and the development of the ecosystem.

• Manage the Fulfilled by Acumatica program.

• Generate measurable partner-influenced opportunities, enhance solution completeness, and provide thought leadership.

• Collaborate with Sales and VAR channel teams to create new opportunities and boost joint customer ACV.

• Develop programs and execution strategies for ecosystem initiatives.

• Work alongside Marketing, Partner Programs, Partner Management, Product, and the VAR/partner community.

• Identify, negotiate, and onboard strategic ISVs that fill product capability gaps and open new vertical markets.

• Act as the executive sponsor for key ISV relationships and represent Acumatica at industry, technology, and partner events.

• Create KPI frameworks, joint business plans, and revenue reporting across ISV tiers and integration projects.

• Collaborate with Product Management and Product Strategy to recruit and nurture partners supporting industry-specific go-to-market strategies.

• Drive the acquisition of new customers through ISV integration strategies.

⛳️ Requirements

• Demonstrated leadership experience as a business development leader in an ERP organization or as a quota-carrying sales executive in a complex professional services setting.

• Proven history of establishing successful business functions within SMB/LMM ERP, particularly in manufacturing, distribution, and/or construction sectors.

• A solid and verifiable record of achieving year-over-year growth to meet benchmarks and organizational goals.

• Previous experience in developing and scaling new programs.

• Strong negotiation capabilities.

• Excellent interpersonal and customer relationship skills.

• Exceptional analytical and problem-solving skills.

• Capacity to prioritize and execute tasks in a high-pressure, just-in-time environment.

• Ability to assess standards and procedures for workflow and change management.

• Excellent verbal and written communication skills when engaging with domestic and international clients.

• Ability to establish rapport and work effectively with both technical and non-technical internal and external stakeholders.

• Openness to challenge the status quo.

• Readiness to recruit exceptional talent and build organizational functions.

• Willingness to travel 20% domestically and internationally.

🏝️ Benefits

• Work/life balance.

• Outstanding professional and financial growth opportunities.

• Eligibility for annual bonuses.

• Stock eligibility.

• Sales incentives based on revenue or utilization, depending on the plan and role.

• Healthcare benefits for US-based employees, including medical, dental, and vision insurance for employees and their dependents.

• Employer-funded short-term and long-term disability coverage.

• Basic life insurance coverage.

• 401(k) plan with company matching.

• Flexible time off.

• Sick and safe leave.