Partner Development Manager: ISV and Technology Partnerships

Company Overview

Job Overview|Job Description

Intuit Enterprise Suite (IES) competes in the mid-market ERP space, and the ISV ecosystem surrounding it is a significant source of both competitive differentiation and qualified pipeline. As ISV Partner Manager, you will own Intuit's ISV relationships end-to-end — recruiting net-new ISV partners, managing existing relationships, and driving each ISV to generate qualified referral opportunities for IES.

This role sits at the intersection of commercial partnerships and product strategy. You will have meaningful visibility into the IES product roadmap and will use that access to make deliberate decisions about which ISVs to prioritize, recruit, and deepen — aligning the ISV portfolio to where IES is heading, not just where it is today. You will work closely with the IES product and engineering teams as well as the broader Commercial BD organization.

The primary commercial KPI for this role is the volume of qualified ERP replacement leads generated by ISV partners — specifically, warm introductions to mid-market prospects where the ISV can credibly identify an ERP replacement opportunity for IES. You are measured on the quantity and quality of those introductions, not on closed revenue.

PRIMARY KPI: Qualified ERP replacement referrals generated by ISV partners — defined as a warm introduction to a mid-market prospect, attributable to a specific ISV, where an IES replacement opportunity has been identified.

Responsibilities

ISV portfolio strategy & roadmap alignment

• Develop and maintain a prioritized ISV target list aligned to the IES product roadmap — identifying ISVs whose customer base, integration surface, and market position are most likely to generate qualified IES replacement opportunities now and as the product evolves.

• Engage regularly with the IES product and engineering teams to stay current on roadmap direction, upcoming feature releases, and integration priorities — translating that intelligence into ISV recruitment and engagement strategy.

• Identify ISVs where deeper product integration, co-marketing, or joint GTM investment would significantly increase referral volume or strategic alignment, and build the case for those investments.

• Monitor the competitive ISV ecosystem — understanding which ISVs are aligned with competing ERP platforms and identifying opportunities to shift those relationships toward Intuit.

ISV recruitment

• Identify and recruit net-new ISV partners whose customer profile, industry vertical, and product surface align with IES's mid-market target segment.

• Lead recruitment conversations with prospective ISVs: articulating the referral opportunity, the IES value proposition, and the commercial terms of the partnership.

• Work with partner programs to ensure newly recruited ISVs are onboarded efficiently and understand the referral motion, attribution process, and co-marketing opportunities available to them.

• Build and maintain a recruitment pipeline, tracking prospective ISVs from initial identification through signed agreement.

ISV relationship management & referral generation

• Own the ongoing commercial relationship with all active ISV partners — serving as their primary point of contact and the person accountable for the health and productivity of each partnership.

• Drive a regular cadence of engagement with each active ISV: QBRs, pipeline reviews, co-marketing planning, and product alignment conversations.

• Coach ISV partners on how to identify, qualify, and introduce IES replacement opportunities within their customer base — making it as easy as possible for them to generate warm referrals.

• Track and report on referral attribution: ensuring that qualified introductions are correctly tagged to the originating ISV and reflected in pipeline reporting.

• Identify ISVs that are underperforming on referral generation and develop targeted activation plans to improve engagement and output.

Cross-functional collaboration

• Partner closely with the IES product and engineering teams to advocate for ISV-driven integration priorities and ensure that the product roadmap reflects ecosystem partnership needs.

• Collaborate with Commercial BD colleagues — including the VAR Channel Recruitment Manager and PDM team — to identify where ISV relationships can accelerate or complement reseller partner motions.

• Work with marketing to develop ISV-specific co-marketing programs, joint content, and demand generation campaigns that increase the volume and quality of referral introductions.

• Surface ISV partner feedback on IES product gaps, integration needs, and competitive positioning to the product team in a structured and actionable format.

HOW YOU'LL MEASURE SUCCESS

• Volume of qualified ERP replacement referrals generated by ISV partners — the primary KPI. Measured as warm introductions attributable to a specific ISV partner.

• Active ISV partners: number of ISVs generating at least one qualified referral per quarter.

• ISV portfolio growth: net-new ISVs recruited and onboarded on a quarterly basis.

• Roadmap alignment coverage: percentage of ISV portfolio that maps to current or near-term IES product priorities.

• Referral-to-pipeline conversion: percentage of ISV-generated introductions that convert to qualified sales opportunities, as a measure of referral quality

Qualifications

Required

• 6+ years of experience in technology partnerships, ISV relationship management, or a product-adjacent BD role within a SaaS or enterprise software company.

• Demonstrated ability to manage commercial partner relationships — you have owned a portfolio, driven engagement, and been held accountable to partnership outcomes.

• Comfort operating at the intersection of product and commercial: you can read a product roadmap, have an informed conversation with an engineering team, and translate technical direction into partner strategy.

• Strong recruitment and business development instincts: ability to identify high-potential ISV targets, build outreach approaches, and close partnership agreements.

• Excellent relationship management and communication skills, with the ability to engage credibly at multiple levels within ISV organizations — from technical leads to commercial executives.

• Proficiency with CRM tools (Salesforce preferred) and strong pipeline and portfolio management discipline.

Preferred

• Experience working with ISVs in the ERP, mid-market accounting, or financial management software ecosystem.

• Familiarity with Intuit Enterprise Suite, QuickBooks Advanced, or competing mid-market ERP platforms (Sage Intacct, Acumatica, NetSuite, Microsoft Dynamics).

• Understanding of ERP integration patterns and the types of ISV solutions (payroll, construction, field service, professional services, e-commerce) that commonly attach to mid-market ERP platforms.

• Experience with product-led partnership strategies — using roadmap alignment, integration depth, or co-development as levers for partner recruitment and retention.

• Familiarity with AI-powered platforms and the ability to articulate how Intuit Agent Studio creates new integration and referral opportunities for ISV partners.

• Bachelor's degree in Business, Technology, 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 $149,500 - $202,000
New York $148,000- $200,000