Title- Partnership Manager /n Location-Mumbai /n /n About Keka & the Partner Organization /n 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) /n /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 /n Key Responsibilities /n Program & Partner Mechanics /n /n

- Own program rules — tier criteria, certifications, MDF usage, branding, incentives, rebates and commissions.

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- Maintain clean partner data in CRM/PRM ( certifications, contacts, opportunities);

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- 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.

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- Build partner sales plans, joint customer-success plans, reference-customer development and upsell/cross-sell motions.

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- 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.

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- Coordinate Sales, Marketing, Ops, Finance, Legal, CS, Presales and Channel Leadership on partner needs.

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- 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.

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- Partner health-score monitoring, journey mapping, NPS, advisory-board participation.

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- Voice-of-partner programs, partner community building, and clean exit/offboarding when required.

/n /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.

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- Robust commercial instincts — margin, incentives, deal economics and conflict resolution.

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- CRM/PRM hygiene discipline and structured QBR / forecasting cadence.

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- Senior stakeholder presence — comfortable with VP / C-level conversations at partners.

/n /n /n Nice-to-Have /n /n

- HR-tech, fintech, or payroll-adjacent industry exposure.

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- Experience scaling a partner book from a handful to 50+ active partners.

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📌 Partnership Manager - Mumbai
🏢 Keka HR
📍 Mumbai