Partnership Manager - Chennai

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About Keka

Keka is a modern people platform for growing enterprises. HR, payroll and talent live in one core system, so teams spend less time on admin and more time on their people. More than 12,500 companies trust Keka, from fast-growing small businesses to large enterprises and global companies with teams across borders.

We build software the way HR actually works. It feels human, sets up in days instead of months, and has AI built into every part of HR. With customers across India, the US and the Middle East.

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About Role

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.

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What you'll do

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.

What you'll bring

• 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.
• HR-tech, fintech, or payroll-adjacent industry exposure.
• Experience scaling a partner book from a handful to 50+ active partners.