Senior Manager, ERP Partnerships

RampRamp·Remote(New York, NY (HQ))
Other
GTM

WFA Digital Insight

As demand for digital transformation accelerates, the need for skilled ERP partnership managers has grown significantly. With over 70% of businesses expected to adopt cloud-based ERP systems by 2027, the role of Senior Manager, ERP Partnerships has become crucial in driving business growth. Ramp, a leader in financial operating systems, is seeking a seasoned professional to own their ERP relationship strategy end-to-end. Candidates with expertise in GTM, partnerships, and product development will be in high demand. Before applying, it's essential to understand the complexities of ERP partnerships and the importance of building strong relationships with key stakeholders.

Job Description

About the Role

The Senior Manager, ERP Partnerships role at Ramp is a critical position that requires a seasoned professional to own the company's ERP relationship strategy end-to-end. As a key member of the team, you will work closely with senior leadership across Product, Engineering, Channel, and Finance to build the roadmap, establish co-sell motions, and turn ERP partnerships into a compounding commercial advantage. Your expertise in GTM, partnerships, and product development will be essential in driving business growth and expanding Ramp's financial operating system.

The ideal candidate will have a deep understanding of the ERP landscape, including the major incumbent platforms and the fast-growing AI-native ERPs reshaping the category. You will be responsible for building and maintaining strong relationships with key stakeholders, including ERP partners, and driving joint GTM motions to achieve business objectives.

Ramp is committed to providing a dynamic and supportive work environment that fosters collaboration, innovation, and growth. As a Senior Manager, ERP Partnerships, you will be part of a team that values high agency, high urgency, and a builder mentality.

What You Will Do

  • Own the commercial relationship with each priority ERP, deciding which to invest in deeply and which to stabilize, and building the case for each with internal leadership and the executive team
  • Work with priority ERP partners on joint GTM and product work, including co-sell motions, VAR channel activation, API partnerships, and embedded integration agreements
  • Build the partnership pitch for each ERP and run executive-level conversations to advance it
  • Serve as Ramp's internal voice of ERP partners, translating partner feedback, integration gaps, and relationship dynamics into product roadmap input and commercial decisions
  • Run quarterly business reviews (QBRs) with priority ERP counterparts, owning the materials, driving accountability to joint commitments, and surfacing blockers before they become relationship issues
  • Build and maintain ERP-specific enablement for Ramp's internal sales team, including how to position Ramp when a specific ERP is in play, what the integration does, and how to navigate co-opetitive dynamics in the field
  • Collaborate with cross-functional teams to drive business growth and expand Ramp's financial operating system
  • Develop and execute strategic plans to achieve business objectives, including revenue growth and customer acquisition
  • Provide input on product roadmap and development priorities based on ERP partner feedback and market trends

What We Are Looking For

  • 8-12 years of experience in partnerships, alliances, or enterprise technology GTM, with a proven track record of building and scaling joint GTM motions with major technology platforms
  • Demonstrated commercial ownership, including holding a quota, revenue, or influenced pipeline number across a complex, multi-partner portfolio and driving it
  • Commercial and strategic instincts, with the ability to decide which relationships to invest in and which to stabilize, and make that case to leadership with data
  • Executive-level communication skills, with the ability to build a credible partnership pitch for a skeptical ERP partner and run XFN coordination to back it up
  • Strong program operation skills, with the ability to hold a multi-partner portfolio, a weekly scorecard, and cross-functional dependencies simultaneously without losing the thread
  • Sound judgment in co-opetitive dynamics, with the ability to navigate complex relationships and prioritize business objectives
  • Strong analytical and problem-solving skills, with the ability to analyze data and develop strategic plans to drive business growth

Nice to Have

  • Background in fintech, financial software, or enterprise SaaS, with familiarity with the CFO technology buying process
  • Experience working in or alongside the AI ecosystem, with a deep understanding of the potential applications and implications of AI in the ERP landscape
  • Experience with cloud-based ERP systems, including implementation, integration, and optimization

Benefits and Perks

  • Flexible PTO, with the ability to take time off when needed
  • Unlimited AI token usage, with access to the latest AI tools and technologies
  • Centralized home office setup, with a dedicated space for remote work
  • Opportunity to work with a dynamic and supportive team, with a focus on collaboration, innovation, and growth
  • Competitive salary and benefits package, with a focus on attracting and retaining top talent
  • Professional development opportunities, with access to training, mentorship, and education programs
  • Remote work option, with the ability to work from anywhere and maintain a healthy work-life balance

How to Stand Out

  • Develop a strong understanding of the ERP landscape, including the major incumbent platforms and the fast-growing AI-native ERPs reshaping the category
  • Build a portfolio that showcases your experience in partnerships, alliances, or enterprise technology GTM, with a focus on joint GTM motions and product development
  • Practice your executive-level communication skills, with a focus on building credible partnership pitches and running XFN coordination
  • Develop a strategic mindset, with the ability to analyze data and develop plans to drive business growth and expand Ramp's financial operating system
  • Be prepared to discuss your experience with co-opetitive dynamics and your ability to navigate complex relationships and prioritize business objectives
  • Research Ramp's financial operating system and be prepared to discuss how you can contribute to its growth and development
  • Develop a deep understanding of the CFO technology buying process and the potential applications and implications of AI in the ERP landscape

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