VP, Business Development
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Job Description
Reporting to the SVP of Partner Strategy and Programs, the VP of Business Development will lead the strategy, growth, and commercial outcomes of Acumatica’s Independent Software Vendor (ISV) ecosystem. You will lead a team of domain professionals responsible for identifying, recruiting, enabling, and co-selling with strategic ISV partners whose solutions extend the power of the Acumatica platform. You will serve as the executive champion for our ISV network, driving integration strategies that directly support Acumatica’s Industry Go-To-Market (GTM) motions and fuel net-new customer acquisition.
Key responsibilities include:
• Own and execute the end-to-end GTM strategy, revenue targets, and expansion roadmap for Acumatica’s ISV partner ecosystem. Deliver quantifiable results:
• Strategic ISV recruiting and ecosystem development
• Quantifiable partner-influenced opportunities
• strategic ownership of FbA (Fulfilled by Acumatica) program
• Solution completeness and thought leadership
• Lead, develop, and scale a team responsible for ecosystem growth and individual partner plans.
• Partner with internal Sales and VAR channel teams to drive net-new opportunities and increase total joint customer ACV.
• Set up programs and execution plans for each of these ecosystems.
• Partner closely with related internal teams (e.g. Marketing, Partner Programs, Partner Management, Product, and the VAR/partner community) to drive successful execution of the plans.
• Identify, negotiate, and onboard strategic ISVs that fill key product capability gaps, unlock new vertical markets, and complement Acumatica’s industry solutions. Serve as the executive sponsor for strategic ISV relationships and represent Acumatica at key industry, technology, and partner events. Establish clear KPI frameworks, joint business plans, and revenue reporting across all ISV tiers and strategic integration initiatives. Maintain and cultivate a strong partnership with Product Management and our Product Strategy to recruit and develop partners who are mission critical to our Industry GTM motions.
• 20% travel domestically and internationally.
Requirements
Department: Sales
Function: Information Technology
Experience Level: Director