Partnership Manager - Chennai

Role overview

Partnership Manager - Chennai at KEKA TECHNOLOGIES

Program & Partner Mechanics Own program rules — tier criteria, certifications, MDF usage, branding, incentives, rebates and commissions.

Responsibilities

• 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.

Employment details

• 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.
• Location: Chennai [TN] [India]

Additional role details

• Partner Account Manager (PAM) Treat the partner portfolio like a business unit.
• Own revenue, pipeline, growth and profitability across your named partners.
• 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 responsible for maximizing your partners’ revenue impact while delivering an exceptional experience with Keka.