Partnership Manager-Pune
Hr · Pune
- Experience6–10 yrs
- SalaryNot disclosed
- Work modeonsite
- Levelsenior
- Posted11 Sept 2026
About Hr
Hr is hiring in Pune in technology software. This role looks for around 6+ years of experience.
Skills
- B2B SaaS
- channel partnerships
- partner account management
- CRM/PRM
- co-selling
- pipeline management
- forecasting
- deal economics
- stakeholder management
- QBR
The role
A partnerships and alliances manager at a B2B SaaS company owns partner revenue and pipeline, builds co-sell and joint GTM programs, and manages partner account growth through CRM/PRM hygiene, QBRs, and forecasting. The role develops executive relationships, partner sales plans, and commercial programs across resellers, technology partners, and referral networks.
Full job description
Partner Account Manager (PAM)
Treat the partner portfolio like a business unit. Own revenue, pipeline, growth and profitability across your named partners.
RolePartner Account Manager (PAM)
LevelManager / Senior Manager
Experience6–10 years
Reports toAssociate Director — India Partnerships
CompensationCompetitive, commensurate with experience
About Keka & the Partner Organization
Keka is one of India's fastest-growing modern HR-tech companies, serving 10,000+ businesses across HR, payroll, performance, hiring and finance. The Keka Partner Organization is a strategic growth lever — operating a partner ecosystem across distributors, resellers, technology / ISV partners, and referral partners (CAs, HR consultants, payroll bureaus, advisors).
Role Summary
The PAM owns a named book of Keka partners end-to-end — program rules, pipeline, co-sell, operations, GTM, cross-functional alignment and the partner relationship. You are responsible for maximizing your partners’ revenue impact while delivering an exceptional experience with Keka.
Key Responsibilities
Program & Partner Mechanics
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.
Pipeline, Co-Sell & GTM
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.
Operations, Reviews & Cross-Functional
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.
Strategic Relationship & Lifecycle
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.