ERP Channel | Reports to VP of Partnerships
Reports to: Vice President of Partnerships
Function: Partnerships / Channel Development
Role Type: Pure hunter — net-new partner sourcing and qualification (non-closing)
Travel: Up to 10%
Ecosystems: Acumatica, Sage, Microsoft Dynamics 365 Business Central
About Velixo
Velixo is an award-winning leader in Excel-based reporting, planning, and automation solutions tailored for prominent cloud ERP platforms including Acumatica, Sage Intacct, and Microsoft Dynamics 365 Business Central. Our headquarters is located in Montreal, Canada, complemented by a globally distributed, fully remote R&D team. At Velixo, we pride ourselves on delivering user-friendly, efficient solutions loved by customers, earning top ratings on marketplaces and G2.
Position Overview
This is a true hunting role. We are hiring a Partner Business Development Representative (Partner BDR) whose entire job is to find and open doors with net-new channel partners across the Acumatica, Sage, and Microsoft Dynamics 365 Business Central ecosystems. You will own the top of the partner funnel — sourcing, outbound, qualification, and warm handoff — and pass qualified partner opportunities to the VP of Partnerships, who owns the close. You will not be responsible for negotiating terms or signing partnership agreements.
If you live for cold outreach, building target lists from scratch, and getting in front of partner principals who have never heard of us, this role is built for you. We are looking for someone who already knows the ERP channel — the players, the conferences, and the language partners speak — and who is energized by prospecting rather than account management.
Key Responsibilities
Hunting & Pipeline Generation (Core of the Role)
Build target partner lists from scratch across the Acumatica, Sage, and Business Central ecosystems — VARs, resellers, ISVs, system integrators, and accounting/consulting firms.
Run high-volume, multi-channel outbound: cold email, cold calls, LinkedIn, event-based outreach, and referral mining.
Open conversations with partner principals and practice leaders who are not yet aware of us.
Qualify partner fit through structured discovery: technical alignment, customer base, go-to-market readiness, and revenue potential.
Hand off qualified partner opportunities to the VP of Partnerships with a complete briefing; the VP owns negotiation and signature.
Hit quarterly quotas tied to sourced and qualified partner opportunities (not closed-won).
Partner-Facing Marketing Collaboration
Partner closely with the marketing team to develop outbound assets and campaign material tailored to each partner segment and ERP ecosystem.
Bring field intelligence back to marketing: what messaging resonates with Acumatica VARs vs. Sage resellers vs. BC partners, what pain points open conversations, and what objections come up most.
Co-create one-pagers, partner pitch decks, email sequences, event collateral, and landing pages that speak directly to the partner profile being targeted.
Test and iterate outbound messaging in collaboration with marketing; share data on what is working.
Ecosystem Engagement
Represent the company at key ERP community events, partner summits, and user conferences (Acumatica Summit, Sage Transform, Microsoft Inspire, Community Summit, and similar) — with a sourcing mandate, not a booth-staffing mandate.
Maintain working knowledge of each ERP roadmap, partner program structure, and competitive landscape.
Maintain accurate pipeline data, activity logs, and forecasting in the CRM.
Required Qualifications
2+ years in a partner BDR, channel development, or partner recruitment role within the ERP space.
Direct working experience in at least one of the Acumatica, Sage, or Microsoft Dynamics 365 Business Central ecosystems; familiarity with the other two strongly preferred.
Demonstrated track record of sourcing net-new partners against an outbound quota — not an inbound or account-management background.
Genuine appetite for cold outreach and high-activity prospecting; comfortable hearing “no” and dialing the next number.
Strong written and verbal communication; able to speak credibly with partner principals and practice leaders.
Proficiency with CRM (HubSpot, Salesforce, or equivalent) and modern sales engagement tools.
Willingness to travel up to 10% for events and key partner meetings.
Preferred Qualifications
Existing relationships within the Acumatica, Sage, or Business Central partner communities.
Background at an ERP ISV, VAR, or partner-led SaaS company.
Experience sourcing partners across multiple ERP ecosystems simultaneously.
Understanding of partner economics: margin structures, referral vs. resell motions, co-sell mechanics.
Comfort collaborating with marketing on messaging and asset development.
Why Join Velixo?
We believe in empowering our employees and creating a workplace where you can thrive. Here’s what we offer:
Competitive salary
Comprehensive benefits package, including: Group health insurance and RRSP match (up to 6% of base salary)
Remote work environment
Career growth opportunities in a rapidly expanding company .
A collaborative and innovative team that values work-life balance and celebrates individual achievements.
At , your success is our success. We’re excited to welcome you to our team and help you grow your career with us!
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