Enterprise Partnerships & Business Development Lead — ianaiERP

Ianai Systems Inc. is a company focused on building AI-native software solutions, including an ERP platform tailored for complex manufacturing needs. They are seeking a Senior Enterprise Partnerships & Business Development Lead to establish and activate partner channels, drive account-based outreach, and co-sell with the Chief Revenue Officer to generate a warm enterprise pipeline.

Responsibilities:

• Build the partner channel. Identify, recruit, and activate the partners who influence manufacturing ERP decisions: accounting/tax firms, systems integrators (SIs), value-added resellers (VARs), and smart-factory/consulting partners. Structure the referral and margin economics that make them want to bring us deals
• Enable partners to actually sell. Build the enablement that turns a signed partner into a producing one — margin/referral terms, co-sell motion, demo access, and the collateral a partner needs to put their name behind us
• Run account-based outreach to our ICP. Develop and work a tight, researched list of target manufacturers (ETO/MTO, complex multi-level BOMs). Warm, multi-touch, account-based — not spray-and-pray cold dialing
• Co-sell with the CRO. Be the domain-fluent partner in enterprise deal rooms: help qualify, navigate multi-stakeholder buying groups, and move deals forward. Bring credibility that earns a manufacturing buyer's trust
• Close the loop to product and founders. Feed partner and buyer signal back into positioning, pricing, and roadmap

Requirements:

• Sold a challenger or unknown ERP / manufacturing software and built pipeline without the air cover of a household-name brand. You know how to create demand when the buyer has never heard of you
• Built and activated channel/partner relationships — accounting firms, SIs, VARs, or smart-factory/consulting partners — with real, structured referral or reseller economics. Not 'managed existing accounts,' but landed and switched on new partners
• Enterprise deal fluency. Comfortable in long, multi-stakeholder, six-figure+ sales cycles, and credible enough to co-sell in the room with our CRO
• Manufacturing/operations domain understanding — enough to hold a manufacturer's respect when talking BOMs, production, and ERP pain. You don't need to be an engineer; you need to speak the buyer's language
• Self-directed builder. You've built a motion from zero. You bring deals and relationships to the table rather than waiting for them to be handed to you
• Existing relationships with US accounting/consulting firms that serve manufacturers (e.g., mid-market advisory and SI firms)
• Experience selling into or alongside ERP ecosystems (NetSuite, SAP, Acumatica, Epicor, or Odoo)