Partner Manager (Boston)

Aptitude Software•Boston, MA

5d•Hybrid

About The Position

Fynapse is building out its partner ecosystem as a core component of its go-to-market strategy. The Big Four - KPMG, EY, PwC, and Deloitte - are not just engaged with Fynapse: they have advisory relationships, implementation IP, and co-sell agreements. Microsoft, SAP, and a growing roster of specialist consultancies are active in the same Finance transformation conversations Fynapse is having with enterprise buyers. This is not a mature, managed channel. It is an ecosystem being built now, and the Partner Manager will shape it. The role spans three distinct partner types, each requiring a different relationship model, commercial approach, and success metric. The right candidate will be fluent across all three - and understand clearly how each one generates pipeline, accelerates deals, and extends Fynapse’s reach into accounts the direct sales team cannot access alone. We are looking for a Partner Manager based in Boston who will be responsible for three tiers of the Fynapse partner ecosystem - Understanding the commercial logic of each tier is a prerequisite for the role: 1) Strategic Consulting Partners (Big Four, Microsoft, SAP) 2) ISV Partners (Funded Technology Partners) 3) Specialist Consulting Partners (Funded Mid-Market SIs)

Requirements

5+ years in a partner, alliances, or channel role in enterprise software - ideally Finance, ERP, or adjacent technology
Demonstrable experience managing Tier 1 consulting partnerships (Big Four, Microsoft, SAP, or equivalent) at director level and above
Track record of building and owning a partner-sourced pipeline target and delivering against it
Commercial experience with funded partnership models - ISV integrations, co-marketing agreements, or joint go-to-market investment
Ability to operate at C-suite and partner-level - comfortable presenting to a CFO alongside a KPMG partner
Strong understanding of the enterprise Finance and ERP landscape - knows what SAP, Oracle, and Workday do, why Finance teams operate outside them, and where Finance transformation programmes focus
Salesforce CRM fluency - deal registration, pipeline reporting, and partner attribution
Exceptional relationship management skills - able to build trust with senior stakeholders at large organisations and maintain relationships over multi-year timeframes

Nice To Haves

Experience with Finance ERP, sub-ledger, or financial close technology specifically
Existing relationships within the Finance transformation practice of one or more Big Four firms
Experience recruiting and onboarding new channel partners from scratch - not just managing an inherited portfolio
Exposure to IFRS 15, IFRS 17, or Pillar Two regulatory compliance contexts as a sales or partnership driver
Experience managing partners across multiple geographies simultaneously - UK, US, and continental Europe
Familiarity with Bombora, ZoomInfo, or equivalent partner intent and account data tools

Responsibilities

Pipeline generation and revenue accountability
Own and be accountable for a quarterly partner-sourced pipeline target across all three partner tiers
Ensure every active partner relationship has a joint account target list, agreed outreach cadence, and a quarterly pipeline commitment
Work with the direct sales team to co-manage partner-sourced opportunities from registration through to close
Maintain accurate pipeline attribution and partner deal registration in Salesforce - no grey areas on partner credit
Report partner pipeline, conversion rates, and revenue contribution to VP Sales monthly
Develop and maintain a Fynapse partner enablement programme - positioning, discovery methodology, competitive landscape, and sector-specific content
Run quarterly enablement sessions with active partners - product updates, new trigger content, case studies, and objection handling
Certify key individuals at each partner firm on Fynapse positioning and discovery - maintain a certified contact list per partner
Ensure partners have access to the right sales tools, content, and reference customers for their target sectors
Identify and close enablement gaps that are limiting partner pipeline quality or conversion rate
Map the current ecosystem against sector and geographic coverage gaps - identify where direct sales is losing or not reaching accounts that a partner could access
Build and maintain a partner pipeline - prospective ISVs and consultancies that are candidates for Tier 2 funded partnerships
Develop and own the partner selection framework - criteria for Tier 2 admission, commercial terms, investment thresholds, and exit criteria
Represent Fynapse at relevant partner and industry events - Finance transformation, ERP ecosystem, and sector-specific conferences