Location
This is a remote position. You can work from home and be located anywhere in the USA.
About the team
Kinaxis is seeking a Sr. VAR Manager to drive the growth and performance of its VAR business across North America. This leader will help recruit, develop, and manage a portfolio of resellers that expands market coverage, accelerates customer acquisition, and delivers sustainable subscription revenue growth.
With a primary focus on the mid-market—companies with annual revenues below $1 billion—the Director will translate Kinaxis’ global partner strategy into a regional execution plan. The role requires a commercially driven leader who can build partner businesses, drive sales execution, and hold partners accountable for measurable results.
What you will do
- Own an assigned North American territory VAR business plan, including subscription sales targets, pipeline creation, new customer acquisition, and partner productivity.
- Help identify priority industries, territories, and market segments to expand Kinaxis’ reach and address coverage gaps.
- Execute a volume and velocity sales approach focused on generating more qualified opportunities, improving conversion, and shortening sales cycles.
- Help identifyregional investment priorities and resources to support scalable, profitable growth.
- Self reliance on continuous prospecting, opportunity identification, and driving expansion opportunities within the VAR install base.
- Help identify and recruit VARs with strong industry expertise, established customer relationships, and proven enterprise software sales capabilities.
- Assist in the development of joint business plans with clear revenue commitments, pipeline targets, staffing requirements, and enablement milestones.
- Build executive relationships that establish Kinaxis as a strategic growth priority within each partner’s business.
- Lead regular partner pipeline reviews, forecasting, deal strategy sessions, and quarterly business reviews.
- Support partners through qualification, discovery, business case development, competitive positioning, negotiation, and close.
- Maintain accurate forecasts and visibility into opportunity health, sales activity, and partner commitments.
- Coordinate with regional sales leaders to align account coverage, support joint pursuits, and resolve channel conflicts.
- Work with enablement, solution consulting, marketing, and services teams to build partner selling and delivery capabilities.
- Partner with marketing to execute targeted campaigns and demand generation programs that produce qualified opportunities.
- Collaborate with customer success and services teams to support implementation readiness, customer adoption, renewals, and expansion.
What we are looking for
- A minimum of 8 years of demonstrated success leading VAR, channel sales, or partner businesses within enterprise SaaS.
- Experience owning a revenue target and delivering growth through indirect sales channels.
- Proven ability to scale productive reseller relationships across North America.
- Strong understanding of mid-market buying behavior and repeatable, efficient sales execution.
- Experience developing joint business plans, managing pipeline and forecasts, and driving partner accountability.
- Ability to influence senior partner executives and collaborate across sales, marketing, services, product, and customer success.
- Strong commercial judgment, negotiation skills, and executive communication capabilities.
- Experience in supply chain planning, ERP, manufacturing, or related enterprise applications preferred.
- Ability to travel to customer sites
#Senior #LI-KH1
Work With Impact: Our platform directly helps companies power the world’s supply chains. We see the results of what we do out in the world every day, when we see store shelves stocked, when medications are available for our loved ones, and so much more.
Work with Fortune 500 Brands: Companies across industries trust us to help them take control of their integrated business planning and digital supply chain. Some of our customers include Lockheed Martin, Unilever, P&G, ExxonMobil, Cisco and more.
Social Responsibility at Kinaxis: Our Diversity, Equity, and Inclusion Committee weighs in on hiring practices, talent assessment training materials, and mandatory training on unconscious bias and inclusion fundamentals. Sustainability is key to what we do and we’re committed to a long-term net-zero operations strategy. We are involved in our communities and support causes where we can make the most impact.
People matter at Kinaxis and here are some of the perks and benefits we offer, which may vary by location and employee:
- Flexible vacation and Kinaxis Days (company-wide days off)
- Flexible work options
- Physical and mental well-being programs
- Regularly scheduled virtual fitness classes
- Mentorship programs, training, and career development
- Recognition programs and referral rewards
- Hackathons
For more information, visit the Kinaxis website at www.kinaxis.com or the company’s blog at http://blog.kinaxis.com.
