Partner Account Manager (PAM)
Treat the partner portfolio like a business unit. Own revenue, pipeline, growth and profitability across your named partners.
| Role | Partner Account Manager (PAM) |
| Level | Manager / Senior Manager |
| Experience | 5–10 years |
| Reports to | Associate Director — India Partnerships |
| Compensation | Competitive, commensurate with experience |
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 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 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.
How Success Is Measured
- Partner-sourced + partner-influenced revenue against quota.
- Active partners %, pipeline coverage, win rate, forecast accuracy.
- Tier-progression of partners, certification compliance, partner NPS.
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.
