Title- Partnership Manager
Location-Pune
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 Partner Manager 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 the single throat-to-choke for your partners' revenue contribution and their experience working 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.Must-Have
6–10 years in channel / alliances / partner-account management at a B2 B Saa S 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.This listing is sourced from a third-party job board. Applying will redirect you to the original posting.