[Hiring] Sr. VAR Manager @Kinaxis Inc.

Role Description

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.

• 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 identify regional 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.

Qualifications

• 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.

Benefits

• 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.