渠道合作伙伴经理 | 会计
Channel Partner Manager | Accounting
关于Ramp
Ramp正在构建财务团队的智能基础设施，嵌入企业每一美元支出的交易流程中。我们自动化处理超过2000亿美元的年度支出在70,000多家公司内的流动：授权付款、标记风险、分类支出并完成账务结算。
这些问题高风险、数据密集且不容错误。
我们招聘具有高度自主性和紧迫感的人才。我们更看重的是你所创造的成果而非你在哪里学习过。在Ramp，每个人都是全程负责问题的建造者，并做出影响结果的重要决策。
Ramp的平均客户在第一年节省了5%的成本，并实现了16%的收入增长——远超没有使用Ramp的企业。我们相信每家有抱负的公司都应享有同样的优势。
如果你希望构建直接塑造企业如何移动和管理数十亿美元的系统，Ramp就是你的选择。
关于该职位
Ramp的会计渠道正经历指数级增长，作为团队的早期成员，你将有机会帮助扩展推动公司关键增长引擎的市场进入策略和方法。在Ramp，我们寻找在会计和咨询合作伙伴中拥有成功获取和建立新关系经验的候选人，能够为其团队成员提供赋能和入职支持，并通过客户推荐实现并超越销售配额。
你将负责
- 寻找、评估并深入挖掘新的会计合作伙伴
- 签约合作伙伴并制定全面的市场进入计划
- 通过会计事务所的客户推荐为Ramp带来收入
- 在会计事务所内识别并建立与多个利益相关方的关系
- 教育会计事务所了解Ramp的产品并阐述其价值主张
- 与关键会计合作伙伴进行月度和季度业务回顾
- 跨部门协作，包括市场、增长、直销以及产品与工程团队，推动联合营销机会、新客户入职并影响我们的产品路线图
- 成为Ramp产品、功能和工作流程的专家
- 建立新的（并改进现有的）工作流程和销售策略，以促进团队的持续成功
你需要具备
- 至少3年的合作伙伴销售、业务发展、合作伙伴管理、全周期销售或渠道合作伙伴经验
- 强大的发现技能，具有...
查看英文原文
ABOUT RAMP
Ramp is building the smart infrastructure for finance teams, embedded in the transaction flow of every dollar a business spends. We automate how over $200B in annualized spend flows in and out of 70,000+ companies: authorizing payments, flagging risk, categorizing spend, and closing books.
The problems are high-stakes, data-dense, and unforgiving.
We hire people with high agency and high urgency. We look for slope over intercept. We care less about where you trained and more about what you’ve built. At Ramp, everyone is a builder who owns problems end to end and makes consequential decisions that shape the outcome.
The median Ramp customer saves 5% and grows revenue 16% in their first year – far in excess of businesses operating without Ramp. We believe every ambitious company deserves the same.
If you want to build systems that directly shape how companies move and manage billions, Ramp is the place to do it.
ABOUT THE ROLE
Ramp's Accounting Channel is seeing exponential growth, and as an early member of the team, you'll have the opportunity to help scale the go-to-market engine and strategy that fuels a key growth driver for the company. At Ramp, we are looking for candidates with a proven track record of acquiring and building net new relationships with accounting and advisory partners, enabling and onboarding their team members, and achieving consistent quota attainment and overachievement through closing client referrals.
WHAT YOU'LL DO
- Source, qualify and conduct deep discovery with net new Accounting partners
- Sign partners and create comprehensive GTM plans
- Drive revenue for Ramp through generating client referrals from accounting firms
- Identify and build relationships with multiple stakeholders within an accounting firm
- Educate accounting firms on Ramp's offering and articulate the value props
- Hold monthly and quarterly business reviews with key accounting partners
- Work cross-functionally across marketing, growth, direct sales, and product & engineering to drive co-marketing opportunities, onboard new clients and inform our product roadmap
- Become an expert in Ramp's product, features, and workflows
- Build new (and improve existing) workflows and sales motions to contribute to our team's continued success
WHAT YOU NEED
- 3 years minimum experience in Partner Sales, Business Development, Partnership Management, Full-Cycle Sales or Channel Partnerships
- Strong discovery skills, with a knack for identifying pain points and consultative selling
- History as a top performer, regularly exceeding targets and quotas
- Dedication to tracking and improving performance and efficiency on a daily basis
- Strong written and verbal communication skills, with excellent listening skills
- Bias for action and strong desire to work in a fast-paced startup environment
- Strong cross-functional collaborator who can build relationships across the company
- Experience with and affinity for AI tooling that empowers your work
NICE TO HAVES
- Prior experience partnering with accounting firms in a consulting, sales, or partnerships capacity
- Background or proficiency in accounting
- Experience in a direct sales closing role
BENEFITS AVAILABLE TO ALL FULL-TIME RAMP EMPLOYEES (GLOBAL)
- Flexible PTO
- Centralized home-office equipment ordering
- Health and wellness stipend
- Budget for intra-office travel
- Weekly coffee stipend
UNITED STATES
- 100% medical, dental & vision insurance coverage for you, with partial coverage for dependents
- One Medical annual membership
- 401(k), including employer match on contributions made while employed by Ramp
- Fertility HRA (up to $10,000 per year)
- Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay
- Pet insurance
- In-office perks: lunch, snacks, drinks, and more
- Relocation expense coverage to NYC or SF (if needed)
CANADA
- Group medical, dental, and vision coverage through Sun Life
- Life, AD&D, and disability coverage
- Fertility drug coverage (up to $4,000 lifetime)
- Group Retirement Plan with employer match (RRSP + DPSP)
- Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay, with additional time available at reduced pay
- Employee Assistance Program and virtual care through Lumino Health
UNITED KINGDOM
- Private medical insurance through Freedom Elite
- Virtual GP and at-home care via eMed x Livi
- Workplace pension through Penfold, with salary sacrifice option
- Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay with additional time available at reduced pay
REFERRAL INSTRUCTIONS
If you are being referred for the role, please contact that person to apply on your behalf.
OTHER NOTICES
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Beware of recruiting scams: Ramp will only contact you through official @Ramp.com http://Ramp.com email addresses and will never ask for payment or sensitive personal information during the hiring process.
Ramp Applicant Privacy Notice https://ramp.com/legal/applicant-privacy-notice