Strategic Partnerships Manager - Private Equity & Alliances
Intuit · Sacramento, California, United States ·
- Work mode
- Remote
- Category
- Management
- Experience
- 10+ years
Intuit · Sacramento, California, United States ·
This role opens new commercial territory for Intuit's mid-market business across three distinct partner motions: Private Equity firms, Alliance partners, and individual Referral partners. It is an early-stage, high-autonomy role that requires someone who can build programs from scratch while simultaneously working the partner relationships that will define Intuit's presence in these segments.
The dominant motion is Private Equity. You will identify, engage, and formally partner with PE firms whose portfolio companies are prospective mid-market customers for Intuit Enterprise Suite (IES), QuickBooks Advanced, and Intuit Services. This is an enterprise BD role — you are building a target firm list, establishing relationships with deal teams and operating partners, and converting those relationships into a qualified pipeline of mid-market opportunities. You need to walk in with existing PE relationships, not build a network from zero.
The Alliance motion is a parallel build: you will design and stand up Intuit's alliance partner program, targeting companies — not individuals — that can generate qualified mid-market referrals over time with appropriate enablement. The Referral motion is the lightest of the three: opportunistic management of individual referrers — consultants, advisors, and industry contacts — who surface warm introductions to mid-market prospects.
Responsibilities
Private Equity — dominant motion
Build Intuit's PE partnership program from the ground up: define the target firm profile, construct the prospective firm list, and develop the outreach and engagement strategy.
Leverage an existing network of relationships within the PE ecosystem — deal teams, operating partners, portfolio operations leaders — to accelerate early partnership conversations.
Lead all commercial engagement with target PE firms: articulating the value of directing portfolio company ERP and financial management decisions toward Intuit's mid-market platform, and formalizing those commitments into partnership agreements.
Once a PE firm is partnered, drive ongoing engagement to generate a pipeline of qualified mid-market opportunities from their portfolio — working with deal teams and operating partners to identify companies undergoing ERP evaluation or replacement.
Develop joint engagement models with partnered PE firms: QBRs, portfolio screening processes, co-introduction protocols, and shared pipeline tracking.
Track and report on PE partnership metrics: firms partnered, portfolio companies engaged, and opportunities qualified.
Alliance partners — program build
Design and stand up Intuit's alliance partner program, targeting companies — consulting firms, systems integrators, industry associations, and complementary technology vendors — that have meaningful mid-market customer relationships and can generate qualified IES referrals with appropriate enablement.
Define the alliance partner profile, value proposition, program terms, and engagement model — building the infrastructure for a scalable referral relationship before signing the first partner.
Recruit and onboard alliance partners, developing the enablement materials and lead qualification frameworks they need to identify and surface IES replacement opportunities within their customer or member base.
Drive ongoing engagement with active alliance partners through a structured cadence: pipeline reviews, co-marketing activity, and program performance conversations.
Track and report on alliance metrics: firms partnered and qualified opportunities generated, using the same framework as the PE motion.
Referral partners — opportunistic management
Maintain relationships with individual referral partners — independent consultants, financial advisors, and industry contacts — who surface warm introductions to mid-market prospects.
Ensure accurate attribution of referral-sourced introductions: each qualified introduction is tagged to the originating individual and reflected in pipeline reporting.
Manage referral relationships opportunistically — responding to inbound introductions, maintaining occasional contact with active referrers, and recognizing partner contributions through the appropriate program mechanisms.
There is no formal quota on the referral motion. Activity is tracked for visibility, not as a primary performance metric.
Cross-functional collaboration
Work closely with the Commercial BD team ��� including the ISV Partner Manager and VAR Channel Recruitment Manager — to identify where PE or alliance relationships can accelerate or complement the broader partner ecosystem.
Collaborate with marketing to develop PE and alliance-specific engagement materials, portfolio company awareness campaigns, and co-marketing programs.
Surface market intelligence from PE firm conversations — portfolio company ERP trends, competitive dynamics, and segment priorities — to the IES product and go-to-market teams.
Qualifications
Required Qualifications
10+ years of experience in enterprise BD, partnership development, or a similar role with demonstrated success building commercial relationships at the executive level; or equivalent combination of experience and education.
An existing network within the Private Equity ecosystem — relationships with deal teams, operating partners, or portfolio operations leaders at mid-market-focused PE firms. This is a required qualification, not a preferred one.
Demonstrated experience building partnership programs or commercial motions from scratch — you have defined the model, recruited the first partners, and established the operating cadence.
Strong executive presence and commercial instincts: able to engage credibly with PE principals and alliance partner leadership, and to close complex, multi-stakeholder partnership agreements.
Excellent program management and communication skills: able to manage multiple early-stage initiatives simultaneously without established infrastructure or playbooks.
Proficiency with CRM tools (Salesforce preferred) and strong pipeline management discipline.
Preferred Qualifications
Direct experience partnering with PE firms in the context of enterprise software, ERP, or financial technology sales — you understand how PE firms think about portfolio company software decisions.
Familiarity with Intuit Enterprise Suite, QuickBooks Advanced, or competing mid-market ERP platforms (Sage Intacct, Acumatica, NetSuite, Microsoft Dynamics).
Experience designing and standing up alliance or referral partner programs, including partner value proposition development, program terms, and enablement frameworks.
Understanding of mid-market ERP evaluation and replacement cycles — including the role PE sponsors and operating partners play in those decisions.
Familiarity with AI-powered financial management platforms and the ability to position Intuit Agent Studio as a differentiated capability in PE and alliance partner conversations.
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: