Partner Lead, VARs & Implementation

About the role

At Dualentry, we are on a mission to revolutionize the finance landscape with our innovative AI-driven ERP solution that automates accounting processes for businesses. The Partner Lead for VARs & Implementation will play a pivotal role in establishing and nurturing our reseller channel, focusing specifically on Value Added Resellers (VARs) and System Integrators (SIs) that cater to our target market. This position requires a strategic mindset to build partnerships from the ground up and ensure their ongoing success.

Key facts

What you'll do

• Identify and recruit VARs whose existing clientele aligns with our ideal customer profile, specifically targeting venture-backed SaaS companies with annual recurring revenue between $3 million and $75 million.
• Develop a scalable partnership framework that includes commercial terms and a comprehensive activation playbook for onboarding new resellers.
• Act as the face of Dualentry at significant reseller industry events such as SuiteWorld, Sage Intacct Advantage, and Acumatica Summit, while also organizing our own partner onboarding sessions.
• Design the structure of the reseller program, which encompasses certification requirements, tiered pricing models, and incentive plans to motivate partners.
• Oversee the complete reseller sales cycle, ensuring alignment between deal registration and customer profiles, while providing necessary deal support and resolving any conflicts that arise with direct sales efforts.
• Ensure that partners fully understand our product capabilities and the ideal customer fit, proactively addressing any discrepancies.
• Negotiate and finalize partnership agreements, ensuring they are equitable and meet our commercial objectives.
• Continuously assess and refine the partnership model based on performance metrics and feedback from partners.

Requirements

• A minimum of 3 to 6 years of experience in channel sales, partner management for VARs/SIs, or developing reseller programs.
• A strong preference for candidates with ERP or fintech channel experience, particularly in sourcing VARs that align with a defined ideal customer profile.
• Familiarity with reseller financial models, including margins and service revenues, and an understanding of what drives firms to engage with a platform.
• Proven experience in creating or managing partner tiers, pricing structures, or certification programs, along with developing activation strategies for new resellers.
• Excellent commercial acumen for structuring fair and effective partnership agreements.
• A demonstrated ability to navigate and manage channel conflicts between direct and partner sales, including processes for deal registration and customer profile alignment.
• Comfortable representing the organization at industry events and facilitating partner gatherings.
• A data-driven mindset with an experimental approach to problem-solving and decision-making.

Nice to have

• Established connections within the NetSuite, Sage Intacct, Acumatica, or mid-market ERP reseller community.
• Experience managing a reseller program within a mid-market fintech or ERP organization.
• Familiarity with deal registration processes and Partner Relationship Management (PRM) tools.
• Background in working at early-stage companies, particularly those in Seed to Series B funding stages.

Skills & tools

• Expertise in channel sales and partner management
• Proficient in program design and commercial negotiation
• Strong conflict resolution skills
• Competent in data analysis and interpretation

Practical notes

• Our benefits package includes comprehensive medical, dental, and vision insurance, a One Medical membership, mental health support through Talkspace, fertility and family-building assistance via Kindbody, virtual healthcare services through Teladoc Health, a 401(k) plan, commuter benefits, and a dedicated budget for learning and development.
• We offer visa sponsorship and permanent residency support, along with relocation assistance for new employees moving to New York City.
• Enjoy flexible paid time off (27 days, inclusive of public holidays) and a vibrant in-office culture featuring snacks and team-building events.

About the company

Founded in 2024, DualEntry is one of the world's fastest-growing AI startups. At DualEntry, the future of finance is being written today. ERP is one of the largest fintech markets in the world ($220,000,000,000+).