Senior Director, OEM
: Job Details :

Senior Director, OEM

Acumatica is a leading innovator in cloud ERP (Enterprise Resource Planning) with customers worldwide. Acumatica is different by design and purposely built to help small and midsized companies thrive in today's digital economy. Our industry-specific business management solution is engineered to address real-world needsfeaturing intelligent workflows and market-leading usability that enable companies to manage risk, anticipate disruption, and seize new opportunities. Our principled business practices, growth-friendly licensing, and flexible deployment options put organizations in control of their own future. We recognize that no business succeeds alone, and that's why Acumatica is more than a productit's a thriving community of partners, customers, and creators committed to delivering technology that enables tomorrow's leading companies to innovate, collaborate, and grow on their terms. Acumatica is owned by Vista Equity Partners, a global investment firm focused exclusively on enterprise software, data and technology-enabled businesses.

Acumatica's culture is casual and high-energy. We are passionate about our product and our mission, and we are loyal to each other and our company. We value work/life balance, efficiency, simplicity, freakishly friendly customer service, and making a difference in the world. Acumatica offers exceptional professional and financial growth potential.

Job Description

As the Senior Director, OEM you will own the strategy and execution of Acumatica's global OEM and embedded solutions business. Reporting directly to the SVP of Partner Strategy and Programs, you will shape and grow a dynamic partner ecosystem by forging strategic relationships with software vendors, industry solution providers, and technology platforms. You'll bring a mix of platform thinking, commercial acumen, and strong operational execution, combining the best practices from your experience working among industry leaders.

Attributes that will be essential for success in the role include:

Strategy & Leadership

• Define and lead the global OEM and embedded platform strategy aligned with Acumatica's strategic objectives.
• Build a revenue plan for the OEM business that drives top-line growth for Acumatica.
• Own the partner lifecycle from recruitment through enablement, GTM, and renewal, scaling repeatable processes to support global growth.
• Serve as executive sponsor to key partners, collaborating with Product, Sales, Legal, Marketing, and Customer Success.

Partner Development

• Identify high-potential partners across verticals and platforms, including SaaS channel partners, industry-specific solution providers, and embedded solution builders.
• Lead complex commercial negotiations including licensing, revenue sharing, white-labeling, and integration frameworks.
• Drive cross-functional alignment for rapid, scalable partner onboarding and lifecycle management.

Execution & Operational Scale

• Lead an OEM partner team and a set of channel-driven partners focused on acquisition, enablement, and success management.
• Develop and manage performance metrics: partner-influenced revenue, pipeline growth, onboarding velocity, and retention.
• Facilitate Quarterly Business Reviews (QBRs) to maintain alignment and accountability with partners.

Thought Leadership & Evangelism

• Represent Acumatica's OEM program externally at key industry events, panels, and summits.
• Champion the embedded ERP opportunity with a compelling, differentiated value proposition for targeted potential partners in specific segments.

Qualifications

• 10+ years of experience in strategic partnerships, OEM, business development, or channel leadership, with at least 3 years in a senior leadership capacity, with a clearly proven track record of leading SaaS/OEM partnerships that drive revenue and platform adoption.
• A clear and succinct ability to bring product and market lenses to analysis and decision-making with respect to business direction. Also, demonstrable understanding of embedded and OEM software models in SaaS, partner co-innovation, and commercial licensing structures are important.
• Excellent executive presence and communication skills, with the ability to build trusted relationships at the C-level.

Preferred Qualifications

• Experience building technology ecosystems in B2B SaaS channel-driven companies.
• Background in ERP, CRM, or financial software markets is a plus.
• Experience delivering results across global markets.
• MBA strongly preferred, but an advanced degree in Business, Technology, or related field will be considered.

Additional Information

Acumatica is an Affirmative Action and Equal Opportunity Employer/Veterans/Disabled. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability. If you have a disability and you believe you need a reasonable accommodation in order to search for a job opening or to submit an online application, please e-mail ...@acumatica.com. This email is created exclusively to assist disabled job seekers whose disability prevents them from being able to apply online. Only emails sent for this purpose will be returned. Emails sent for other purposes, such as following up on an application or technical issues not related to a disability, will not receive a response.

For this role, the salary range is $212,000-$247,000 annually. This range represents the low and high end of the salary range for this job and may vary based on location. The actual salary offer will carefully consider a wide range of factors, including skills, qualifications, experience and other relevant elements. At Acumatica, certain roles are eligible for additional rewards, including annual bonus and stock. These awards are allocated based on individual performance. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee's role.

Benefits/perks listed here may vary depending on the nature of your employment with Acumatica and the country where you work. US-based employees gain access to healthcare benefits (medical, dental and vision insurance for you and your dependents), employer paid Short-Term/Long-Term Disability and Basic life coverage, 401(k) plan with company match, Flexible time off, sick and safe leave, among others.