Channel Partner Manager | Accounting

About the Role

The ideal candidate will have a proven track record of acquiring and building net new relationships with accounting and advisory partners, enabling and onboarding their team members, and achieving consistent quota attainment and overachievement through closing client referrals. You will be working closely with cross-functional teams across marketing, growth, direct sales, and product & engineering to drive co-marketing opportunities, onboard new clients, and inform the product roadmap.

Ramp is committed to fostering a culture of high agency and high urgency, where every team member is a builder who owns problems end-to-end and makes consequential decisions that shape the outcome. If you are a driven and ambitious professional looking to make a real impact, this role is an exciting opportunity to join a dynamic and growing company.

What You Will Do

• Source, qualify, and conduct deep discovery with net new Accounting partners
• Sign partners and create comprehensive GTM plans
• Drive revenue for Ramp through generating client referrals from accounting firms
• Identify and build relationships with multiple stakeholders within an accounting firm
• Educate accounting firms on Ramp’s offering and articulate the value props
• Hold monthly and quarterly business reviews with key accounting partners
• Work cross-functionally across marketing, growth, direct sales, and product & engineering to drive co-marketing opportunities, onboard new clients, and inform the product roadmap
• Become an expert in Ramp’s product, features, and workflows
• Develop and maintain a deep understanding of the accounting and financial services industry
• Collaborate with the sales team to identify and pursue new business opportunities
• Provide feedback and insights to the product and engineering teams to inform the product roadmap

What We Are Looking For

• Minimum 7 years of work experience with a minimum 3 years of experience in Partner Sales, Business Development, Partnership Management, or Channel Partnerships
• Strong discovery skills, with a knack for identifying pain points and consultative selling
• History as a top performer, regularly exceeding targets and quotas
• Dedication to tracking and improving performance and efficiency on a daily basis
• Strong written and verbal communication skills, with excellent listening skills
• Bias for action and strong desire to work in a fast-paced startup environment
• Strong cross-functional collaborator who can build relationships across the company
• Experience working with accounting firms or financial services companies
• Strong understanding of GTM strategies and partnership development
• Ability to work in a remote environment and collaborate with distributed teams

Nice to Have

• Prior experience partnering with accounting firms in a consulting, sales, or partnerships capacity
• Background in Accounting (preferably a CPA or experience working at an accounting firm with a portfolio of clients)
• Experience working with financial technology companies or startups
• Strong understanding of the financial services industry and its trends
• Experience working with CRM systems and sales enablement tools

Benefits and Perks

• 100% medical, dental & vision insurance coverage for you
• Partially covered for your dependents
• One Medical annual membership
• 401k (including employer match on contributions made while employed by Ramp)
• Flexible PTO
• Fertility HRA (up to
  0,000 per year)
• Parental Leave
• Unlimited AI token usage
• Pet insurance
• Centralized home-office equipment ordering for all employees
• Health and Wellness stipend
• In-office perks: lunch, snacks, drinks, and more
• Budget for intra-office travel
• Relocation support to NYC or SF (as needed)

• Develop a strong understanding of Ramp's product and features to effectively articulate the value props to accounting firms.
• Build a portfolio of successful partnership developments and GTM strategies to showcase your skills and experience.
• Prepare to discuss your experience working with accounting firms and financial services companies, and how you can leverage those relationships to drive growth for Ramp.
• Highlight your ability to work in a fast-paced startup environment and collaborate with cross-functional teams.
• Be prepared to provide specific examples of how you have driven revenue growth and exceeded targets in previous roles.
• Research the financial services industry and its trends to demonstrate your knowledge and understanding of the market.
• Practice your consultative selling skills and be prepared to discuss how you can identify pain points and develop solutions for accounting firms.