Accounting Channel Partner Manager
Manage and grow Brex's accounting channel partnerships by building relationships with accounting firms, driving client referrals, and executing go-to-market strategies to fuel revenue growth.
Partner Manager
Leads strategic GTM partnerships with SIs, VARs, consultancies, and cloud platforms to drive partner-led growth and revenue for enterprise AI solutions. Requires 5+ years in partner management at SaaS/AI companies with proven track record in enabling sales outcomes.
Mountain View, CAPartnershipsHybrid5+ YOE
About the role
Responsibilities
- Identify, onboard, and grow key go-to-market (GTM) partners, including consultancies, resellers, cloud marketplaces, ISVs, and system integrators
- Collaborate with partners to build joint value propositions and GTM plans tailored to priority industries and enterprise use cases
- Lead partner enablement efforts, including training, certifications, and sales collateral
- Serve as the partner’s advocate internally, sharing feedback to improve product and collaboration
- Structure and negotiate partnership agreements, incentives, and success metrics
- Drive pipeline through partner channels and work closely with sales teams on co-selling opportunities
- Track joint deals, monitor partner-influenced pipeline, and measure revenue impact
- Build and scale partner programs, including onboarding flows, partner portals, and reporting tools
- Define partner success metrics and lead quarterly business reviews (QBRs)
- Collaborate cross-functionally with Sales, Marketing, Product, and Customer Success to support partner growth
- Stay up to date on trends in enterprise AI and evolving GTM models
- Represent the company at industry events, partner conferences, and ecosystem forums
Minimum Qualifications
- 5+ years experience in Partner management role at a SaaS, enterprise software, or AI company
- Proven track record of sourcing, enabling, and scaling GTM partnerships that directly influenced sales outcomes
- Knowledge of partner program design, including incentives, MDF, and co-sell playbooks
- Deep understanding of enterprise sales motions, especially in AI and automation
- Excellent negotiation, relationship management, and stakeholder communication skills
- Strategic thinker with an ability to move fast and execute in a startup environment
Ideally, You'd Have
- Familiarity with agentic AI, RPA, enterprise workflow automation, or LLM-based platforms
- Experience working with cloud hyperscalers (AWS, Azure, GCP) or consulting/SI ecosystems
- Prior exposure to RevOps tools like Hubspot, Salesforce or PRM systems
- Good understanding of software development principles, data structures, and algorithms
- Excellent problem-solving skills, attention to detail, and a strong capacity for logical thinking
- The ability to work collaboratively in an extremely fast-paced, startup environment
Skills
SalesforceHubSpotAWSAzureGCPPrm SystemsAgentic AIRpaLLMsEnterprise Workflow Automation
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Accounting Channel Partner Manager
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