Partner Account Manager - Bangalore

About Keka & the Partner Organization

Role Summary

Key Responsibilities

• Own program rules — tier criteria, certifications, MDF usage, branding, incentives, rebates and commissions.
• Maintain clean partner data in CRM/PRM ( certifications, contacts, opportunities);
• Oversee deal registration, contract renewals, SLA and MDF claim validation.

• Drive pipeline creation, co-sell support, negotiation, margin discussion and conflict resolution with each partner.
• Build partner sales plans, joint customer-success plans, reference-customer development and upsell/cross-sell motions.
• Run joint GTM — campaigns, key plays, enablement milestones, co-marketing strategy and execution.

• QBR / MBR / weekly reviews, forecasting accuracy, pipeline hygiene and partner scorecard management.
• Coordinate Sales, Marketing, Ops, Finance, Legal, CS, Presales and Channel Leadership on partner needs.
• Resolve commercial, operational and support escalations; manage budgets and deal-desk for partner investments.

• Executive alignment with VP/C-level at top partners; annual business reviews and multi-year growth roadmaps.
• Partner health-score monitoring, journey mapping, NPS, advisory-board participation.
• Voice-of-partner programs, partner community building, and clean exit/offboarding when required.

How Success Is Measured

• Partner-sourced + partner-influenced revenue against quota.
• Active partners %, pipeline coverage, win rate, forecast accuracy.
• Tier-progression of partners, certification compliance, partner NPS.

Must-Have

• 6–10 years in channel / alliances / partner-account management at a B2B SaaS or enterprise-tech company; carried a partner-sourced number.
• Strong commercial instincts — margin, incentives, deal economics and conflict resolution.
• CRM/PRM hygiene discipline and structured QBR / forecasting cadence.
• Senior stakeholder presence — comfortable with VP / C-level conversations at partners.

Nice-to-Have

• HR-tech, fintech, or payroll-adjacent industry exposure.
• Experience scaling a partner book from a handful to 50+ active partners.