Partner Development Manager: ISV and Technology Partnerships
- Compensation
- Not disclosed
- Location
- Mountain View, California, United States
- Work setup
- Remote
- Seniority
- Not specified
- Employment
- Not specified
- Experience
- 6+ years
- Category
- Not specified
- Posted
Skills
Must have
- 6+ years of experience in technology partnerships, ISV relationship management, or a product-adjacent BD role within a SaaS or enterprise software company.
- Demonstrated ability to manage commercial partner relationships — you have owned a portfolio, driven engagement, and been held accountable to partnership outcomes.
- Comfort operating at the intersection of product and commercial: you can read a product roadmap, have an informed conversation with an engineering team, and translate technical direction into partner
- Strong recruitment and business development instincts: ability to identify high-potential ISV targets, build outreach approaches, and close partnership agreements.
- Excellent relationship management and communication skills, with the ability to engage credibly at multiple levels within ISV organizations — from technical leads to commercial executives.
- Proficiency with CRM tools (Salesforce preferred) and strong pipeline and portfolio management discipline.
Nice to have
- Experience working with ISVs in the ERP, mid-market accounting, or financial management software ecosystem.
- Familiarity with Intuit Enterprise Suite, QuickBooks Advanced, or competing mid-market ERP platforms (Sage Intacct, Acumatica, NetSuite, Microsoft Dynamics).
- Understanding of ERP integration patterns and the types of ISV solutions (payroll, construction, field service, professional services, e-commerce) that commonly attach to mid-market ERP platforms.
- Experience with product-led partnership strategies — using roadmap alignment, integration depth, or co-development as levers for partner recruitment and retention.
- Familiarity with AI-powered platforms and the ability to articulate how Intuit Agent Studio creates new integration and referral opportunities for ISV partners.
- Bachelor's degree in Business, Technology, or a related field, or equivalent practical experience.
Full description
Intuit Enterprise Suite (IES) competes in the mid-market ERP space, and the ISV ecosystem surrounding it is a significant source of both competitive differentiation and qualified pipeline. As ISV Partner Manager, you will own Intuit's ISV relationships end-to-end — recruiting net-new ISV partners, managing existing relationships, and driving each ISV to generate qualified referral opportunities for IES.
This role sits at the intersection of commercial partnerships and product strategy. You will have meaningful visibility into the IES product roadmap and will use that access to make deliberate decisions about which ISVs to prioritize, recruit, and deepen — aligning the ISV portfolio to where IES is heading, not just where it is today. You will work closely with the IES product and engineering teams as well as the broader Commercial BD organization.
The primary commercial KPI for this role is the volume of qualified ERP replacement leads generated by ISV partners — specifically, warm introductions to mid-market prospects where the ISV can credibly identify an ERP replacement opportunity for IES. You are measured on the quantity and quality of those introductions, not on closed revenue.
PRIMARY KPI: Qualified ERP replacement referrals generated by ISV partners — defined as a warm introduction to a mid-market prospect, attributable to a specific ISV, where an IES replacement opportunity has been identified.
Responsibilities
ISV portfolio strategy & roadmap alignment
- Develop and maintain a prioritized ISV target list aligned to the IES product roadmap — identifying ISVs whose customer base, integration surface, and market position are most likely to generate qualified IES replacement opportunities now and as the product evolves.
- Engage regularly with the IES product and engineering teams to stay current on roadmap direction, upcoming feature releases, and integration priorities — translating that intelligence into ISV recruitment and engagement strategy.
- Identify ISVs where deeper product integration, co-marketing, or joint GTM investment would significantly increase referral volume or strategic alignment, and build the case for those investments.
- Monitor the competitive ISV ecosystem — understanding which ISVs are aligned with competing ERP platforms and identifying opportunities to shift those relationships toward Intuit.
ISV recruitment
- Identify and recruit net-new ISV partners whose customer profile, industry vertical, and product surface align with IES's mid-market target segment.
- Lead recruitment conversations with prospective ISVs: articulating the referral opportunity, the IES value proposition, and the commercial terms of the partnership.