Channel Development Director Jobs in Virginia (NOW HIRING)

Intuit is building a net-new VAR channel for its mid-market product lineup - QuickBooks Advanced, Intuit Enterprise Suite (IES), and Intuit Services - and this is the role that starts it. As VAR Channel Recruitment Manager, you will own the identification, pursuit, and signing of value-added resellers onto Intuit's commercial partner program. You are a hunter: you work from a target list, you build your own pipeline of prospective partners, and you close.

This is a foundational hire. You will be among the first people building Intuit's VAR motion from the ground up, working in close partnership with the Channel Enablement function to hand off signed partners into a structured on-ramp. Your success is measured in signed partners - and in partners who activate.

You bring deep familiarity with the ERP VAR ecosystem. You know how VARs think about margin, practice investment, and program selection. You have likely recruited partners for a competing program - Sage, Acumatica, NetSuite, or similar - and you understand how to position Intuit's opportunity compellingly against that competitive landscape.

Responsibilities

Partner identification & pipeline development

• Work from Intuit's provided target VAR list to build a prioritized outreach pipeline, segmenting targets by ERP practice focus, customer profile, and strategic fit.
• Supplement the target list with independent market research to identify additional high-potential VAR candidates not yet in Intuit's pipeline.
• Develop and execute outbound recruitment campaigns - direct outreach, industry events, referral channels - to generate interest and create recruitment opportunities at scale.
• Maintain accurate pipeline records in CRM, tracking all prospective partners through each stage of the recruitment funnel. 

Partner recruitment & program signing

• Lead all recruitment conversations with prospective VAR partners: initial outreach, discovery, value proposition presentation, program term negotiation, and agreement execution.
• Build compelling, customized business cases for prospective partners that articulate the revenue opportunity, margin structure, and competitive advantage of Intuit's mid-market program versus alternative ERP channel programs.
• Navigate complex multi-stakeholder decisions within prospective partner organizations - principal, practice lead, sales leadership - and drive to a signed agreement.
• Work against a provided target list to sign a defined number of VAR partners in Year 1, with quarterly milestones established at offer stage. 

Handoff & activation coordination

• Execute a structured partner handoff to the Channel Enablement function upon signing, ensuring all onboarding context, partner profile data, and commitment documentation is transferred cleanly.
• Maintain a post-signing relationship with partners through the on-ramp period, supporting the Enablement function as needed to accelerate first transaction.
• Share recruitment learnings - objections, competitive positioning, program feedback - with the broader Commercial Partnerships team to continuously improve the program's market positioning.

Market intelligence & program input

• Serve as Intuit's primary intelligence source on the ERP VAR competitive landscape: program structures, incentive models, and partner sentiment toward Sage, Acumatica, NetSuite, and other competing platforms.
• Provide structured feedback to partner program and product teams on the features, terms, and incentives that most influence VAR recruitment decisions.
• Represent Intuit at relevant industry events, VAR community gatherings, and ERP ecosystem forums to build brand awareness and recruitment pipeline.

Qualifications

Required Qualifications

• 10+ years of experience in channel partner recruitment, channel development, or VAR/reseller program management within a SaaS or enterprise software company; or equivalent combination of experience and education.
• Direct experience recruiting value-added resellers in the ERP ecosystem - Sage, Acumatica, NetSuite, Microsoft Dynamics, SAP Business One, or equivalent.
• Proven track record as a hunter: you have built your own pipeline, run full recruitment cycles, and closed partners against a quota or target.
• Deep understanding of how VARs evaluate channel programs - margin economics, practice investment, training requirements, competitive lock-in, and program support.
• Strong executive presence and negotiation skills: ability to engage credibly with VAR principals and close complex, multi-stakeholder program agreements.
• Proficiency with CRM tools (Salesforce preferred) and strong pipeline management discipline.

Preferred Qualifications

• Experience recruiting VARs for a mid-market ERP or accounting platform targeting the $10M-$150M revenue customer segment.
• Familiarity with Intuit's mid-market product lineup: QuickBooks Advanced, Intuit Enterprise Suite, or competitive equivalents.
• Existing network within the ERP VAR community - relationships with practice leaders, channel consultants, or VAR industry associations.
• Experience working alongside a partner enablement function with a defined recruit-to-activate handoff process.
• Exposure to AI-powered software platforms and the ability to position emerging capabilities (e.g., Intuit Agent Studio) as a differentiator in partner recruitment 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.