Job description

As a Partner Development Manager within Intuit's Commercial Partnerships & Channels organization, you will own the end-to-end relationship with a portfolio of reseller partners — either value-added resellers (VARs) or accounting firms that resell Intuit's mid-market product lineup. You carry quota-bearing customer acquisition responsibility and are the single point of accountability for pipeline generation, co-selling execution, and partner performance within your assigned book. This role sits at the intersection of partner success and customer growth. You will help your partners sell QuickBooks Advanced, Intuit Enterprise Suite (IES), and Intuit Services — and drive adoption of Intuit Agent Studio as a differentiating AI capability across their customer base. You are not just managing relationships: you are actively building pipeline, accelerating deals, and holding partners accountable to mutual commitments. Responsibilities Partner ownership & pipeline management • Own all-up accountability for an assigned portfolio of reseller partners — you are the primary relationship owner across all commercial, operational, and strategic dimensions of each partnership. • Build and manage a partner-sourced pipeline sufficient to achieve and exceed your individual customer acquisition quota. • Conduct regular pipeline reviews with partners, holding them accountable to committed activity levels and deal progression milestones. • Maintain accurate and current CRM hygiene across your full portfolio at all times. Co-selling & sell-through execution • Drive co-selling motions alongside partner sales teams, engaging directly with end customers where required to accelerate deal closure. • Execute sell-through strategies that enable partners to independently close new mid-market customers on QuickBooks Advanced, Intuit Enterprise Suite, and Intuit Services. • Develop and deliver partner-specific sales plays, competitive positioning, and objection handling resources in collaboration with enablement and product teams. • Champion adoption of Intuit Agent Studio with partners as a strategic differentiator, positioning Intuit's AI capabilities as a value driver for their end customers. Partner performance & growth • Develop and execute joint business plans with each partner, setting clear revenue targets, activity commitments, and growth milestones on a quarterly and annual basis. • Identify gaps in partner capability, capacity, or motivation and work cross-functionally with enablement, programs, and operations teams to close them. • Surface partner feedback and market intelligence to internal product, marketing, and strategy stakeholders to inform the mid-market go-to-market roadmap. • Represent Intuit at partner events, QBRs, and relevant industry engagements within your territory. Qualifications Required • 10+ years of quota-carrying experience in channel sales, partner account management, or a related B2B sales role within a SaaS or technology company. • Demonstrated track record of meeting or exceeding quota through a partner or indirect sales motion. • Experience managing co-selling and sell-through engagements with reseller or channel partners. • Strong pipeline management discipline: you build pipeline deliberately, forecast accurately, and hold partners accountable to commitments. • Excellent communication and executive presence: ability to engage credibly with partner principals and their end customers. • Proficiency with CRM tools (Salesforce preferred) and standard sales productivity platforms. Preferred • Experience selling or managing partnerships in the mid-market accounting, ERP, or financial management software space. • Familiarity with the QuickBooks ecosystem, Intuit's mid-market product lineup (QuickBooks Advanced, Intuit Enterprise Suite), or competitive products. • Prior experience working with value-added resellers (VAR variant) or accounting firm resellers (Accountant Reseller variant). • Understanding of AI-powered software adoption dynamics and the ability to position emerging capabilities (e.g., agentic AI) in a business value context. • Bachelor's degree in Business, Finance, or a related field, or equivalent practical experience. Intuit provides a competitive compensation package with a strong pay for performance rewards approach. This position may be eligible for a cash bonus, equity rewards and benefits, in accordance with our applicable plans and programs (see more about our compensation and benefits at Intuit®: Careers | Benefits ). Pay offered is based on factors such as job-related knowledge, skills, experience, and work location. To drive ongoing fair pay for employees, Intuit conducts regular comparisons across categories of ethnicity and gender. The expected base pay range for this position is: Mountain View, CA - $185,000 to $219,000 - New York, NY - $189,0000 - $222,000 The expected base pay range for this position is: Mountain View, CA $186,500- $252,500 New York $189,500- $256,000

Requirements

Must-haves

Partner ownership & pipeline management
Own all-up accountability for an assigned portfolio of reseller partners — you are the primary relationship owner across all commercial, operational, and strategic dimensions of each partnership.
Build and manage a partner-sourced pipeline sufficient to achieve and exceed your individual customer acquisition quota.
Conduct regular pipeline reviews with partners, holding them accountable to committed activity levels and deal progression milestones.
Maintain accurate and current CRM hygiene across your full portfolio at all times.
Co-selling & sell-through execution
Drive co-selling motions alongside partner sales teams, engaging directly with end customers where required to accelerate deal closure.
Execute sell-through strategies that enable partners to independently close new mid-market customers on QuickBooks Advanced, Intuit Enterprise Suite, and Intuit Services.
Develop and deliver partner-specific sales plays, competitive positioning, and objection handling resources in collaboration with enablement and product teams.
Champion adoption of Intuit Agent Studio with partners as a strategic differentiator, positioning Intuit's AI capabilities as a value driver for their end customers.
Partner performance & growth
Develop and execute joint business plans with each partner, setting clear revenue targets, activity commitments, and growth milestones on a quarterly and annual basis.
Identify gaps in partner capability, capacity, or motivation and work cross-functionally with enablement, programs, and operations teams to close them.
Surface partner feedback and market intelligence to internal product, marketing, and strategy stakeholders to inform the mid-market go-to-market roadmap.
Represent Intuit at partner events, QBRs, and relevant industry engagements within your territory.
10+ years of quota-carrying experience in channel sales, partner account management, or a related B2B sales role within a SaaS or technology company.

Nice-to-haves

Proficiency with CRM tools (Salesforce preferred) and standard sales productivity platforms.
Experience selling or managing partnerships in the mid-market accounting, ERP, or financial management software space.
Familiarity with the QuickBooks ecosystem, Intuit's mid-market product lineup (QuickBooks Advanced, Intuit Enterprise Suite), or competitive products.
Prior experience working with value-added resellers (VAR variant) or accounting firm resellers (Accountant Reseller variant).
Understanding of AI-powered software adoption dynamics and the ability to position emerging capabilities (e.g., agentic AI) in a business value context.
Bachelor's degree in Business, Finance, or a related field, or equivalent practical experience.
Mountain View, CA $186,500- $252,500
New York $189,500- $256,000

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