Job Description

About Keka & the Partner Organization

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Keka is one of India's fastest-growing up-to-date 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).

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Role Summary

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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.

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Location- Chennai

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Key Responsibilities

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Program & Partner Mechanics

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- 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.
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Pipeline, Co-Sell & GTM

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- 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.
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Operations, Reviews & Cross-Functional

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- 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.
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Strategic Relationship & Lifecycle

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- 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.
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How Success Is Measured

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- Partner-sourced + partner-influenced revenue against quota.
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- Active partners %, pipeline coverage, win rate, forecast accuracy.
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- Tier-progression of partners, certification compliance, partner NPS.
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Must-Have

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- 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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- Strong 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.
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Nice-to-Have

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- 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-Chennai (Tamil Nadu)
🏢 Keka HR
📍 Tamil Nadu