Job Description Title- Partnership Manager
n Location-Mumbai
n About Keka & the Partner Organization
n Keka is one of India's fastest-growing contemporary 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)
n Role Summary
n The Partner Manager 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.
n Key Responsibilities
n Program & Partner Mechanics
n n Own program rules — tier criteria, certifications, MDF usage, branding, incentives, rebates and commissions.
n Maintain clean partner data in CRM/PRM ( certifications, contacts, opportunities);
n Oversee deal registration, contract renewals, SLA and MDF claim validation.
n n Pipeline, Co-Sell & GTM
n n Drive pipeline creation, co-sell support, negotiation, margin discussion and conflict resolution with each partner.
n Build partner sales plans, joint customer-success plans, reference-customer development and upsell/cross-sell motions.
n Run joint GTM — campaigns, key plays,



enablement milestones, co-marketing strategy and execution.
n n Operations, Reviews & Cross-Functional
n n QBR / MBR / weekly reviews, forecasting accuracy, pipeline hygiene and partner scorecard management.
n Coordinate Sales, Marketing, Ops, Finance, Legal, CS, Presales and Channel Leadership on partner needs.
n Resolve commercial, operational and support escalations; manage budgets and deal-desk for partner investments.
n n Strategic Relationship & Lifecycle
n n Executive alignment with VP/C-level at top partners; annual business reviews and multi-year growth roadmaps.
n Partner health-score monitoring, journey mapping, NPS, advisory-board participation.
n Voice-of-partner programs, partner community building, and clean exit/offboarding when required.
n n Must-Have
n n 6–10 years in channel / alliances / partner-account management at a B2B SaaS or enterprise-tech company; carried a partner-sourced number.
n Strong commercial instincts — margin, incentives, deal economics and conflict resolution.
n CRM/PRM hygiene discipline and structured QBR / forecasting cadence.
n Senior stakeholder presence — comfortable with VP / C-level conversations at partners.
n n Nice-to-Have
n n HR-tech, fintech, or payroll-adjacent industry exposure.
n Experience scaling a partner book from a handful to 50+ active partners.
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📌 Partnership Manager - Mumbai
🏢 Keka HR
📍 Mumbai