Partner Development Manager: ISV and Technology Partnerships

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.

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…