Senior Manager, ERP Partnerships

What You'll Do

• Own the commercial relationship with each priority ERP - deciding which to invest in deeply and which to stabilize, and building the case for each with internal leadership and the executive team
• Work with priority ERP partners on joint GTM and product work: co-sell motions, VAR channel activation, API partnerships, and embedded integration agreements
• Build the partnership pitch for each ERP and run executive-level conversations to advance it
• Serve as Ramp's internal voice of ERP partners - translating partner feedback, integration gaps, and relationship dynamics into product roadmap input and commercial decisions
• Run quarterly business reviews (QBRs) with priority ERP counterparts; own the materials, drive accountability to joint commitments, and surface blockers before they become relationship issues
• Build and maintain ERP-specific enablement for Ramp's internal sales team: how to position Ramp when a specific ERP is in play, what the integration does, and how to navigate co-opetitive dynamics in the field

What You Need

• 8–12 years in partnerships, alliances, or enterprise technology GTM with a proven track record of building and scaling joint GTM motions with major technology platforms
• Demonstrated commercial ownership: held a quota, revenue, or influenced pipeline number across a complex, multi-partner portfolio and driven it
• Commercial and strategic instincts: you decide which relationships to invest in and which to stabilize, and make that case to leadership with data
• Executive-level communicator: able to build a credible partnership pitch for a skeptical ERP partner and run XFN coordination to back it up
• Strong program operator: can hold a multi-partner portfolio, a weekly scorecard, and cross-functional dependencies simultaneously without losing the thread
• Sound judgment in co-opetitive dynamics - ERP partners are simultaneously distribution channels and product dependencies
• Builder and owner mentality: no mature playbook exists for this function - you create the structure, operate well in ambiguity, and hold a high bar for rigor

Nice to Haves

• Background in fintech, financial software, or enterprise SaaS; familiarity with the CFO technology buying process
• Experience working in or alongside the AI ecosystem