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 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.
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