Note: The job is a remote job and is open to candidates in USA. Ianai Systems Inc. is a company focused on building AI-native software solutions, including an ERP platform tailored for complex manufacturing needs. They are seeking a Senior Enterprise Partnerships & Business Development Lead to establish and activate partner channels, drive account-based outreach, and co-sell with the Chief Revenue Officer to generate a warm enterprise pipeline.
Responsibilities
- Build the partner channel. Identify, recruit, and activate the partners who influence manufacturing ERP decisions: accounting/tax firms, systems integrators (SIs), value-added resellers (VARs), and smart-factory/consulting partners. Structure the referral and margin economics that make them want to bring us deals
- Enable partners to actually sell. Build the enablement that turns a signed partner into a producing one — margin/referral terms, co-sell motion, demo access, and the collateral a partner needs to put their name behind us
- Run account-based outreach to our ICP. Develop and work a tight, researched list of target manufacturers (ETO/MTO, complex multi-level BOMs). Warm, multi-touch, account-based — not spray-and-pray cold dialing
- Co-sell with the CRO. Be the domain-fluent partner in enterprise deal rooms: help qualify, navigate multi-stakeholder buying groups, and move deals forward. Bring credibility that earns a manufacturing buyer's trust
- Close the loop to product and founders. Feed partner and buyer signal back into positioning, pricing, and roadmap
Skills
- Sold a challenger or unknown ERP / manufacturing software and built pipeline without the air cover of a household-name brand. You know how to create demand when the buyer has never heard of you
- Built and activated channel/partner relationships — accounting firms, SIs, VARs, or smart-factory/consulting partners — with real, structured referral or reseller economics. Not 'managed existing accounts,' but landed and switched on new partners
- Enterprise deal fluency. Comfortable in long, multi-stakeholder, six-figure+ sales cycles, and credible enough to co-sell in the room with our CRO
- Manufacturing/operations domain understanding — enough to hold a manufacturer's respect when talking BOMs, production, and ERP pain. You don't need to be an engineer; you need to speak the buyer's language
- Self-directed builder. You've built a motion from zero. You bring deals and relationships to the table rather than waiting for them to be handed to you
- Existing relationships with US accounting/consulting firms that serve manufacturers (e.g., mid-market advisory and SI firms)
- Experience selling into or alongside ERP ecosystems (NetSuite, SAP, Acumatica, Epicor, or Odoo)
Benefits
- Full-time. Begins with a 90-day scoped engagement (contract) that converts to a full-time W-2 role on hitting defined milestones
- Equity: 0.3%–0.5%, standard 4-year vesting with a 1-year cliff. Equity converts to standard terms on completion of the scoped engagement
Company Overview