Partner Manager (Boston)

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)

What You’ll Do:

Pipeline generation and revenue accountability

The Partner Manager owns a partner-sourced pipeline target. This is not a relationship management role with pipeline as a secondary metric - pipeline generated through the partner ecosystem is the primary commercial output of this role.

• 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

Partner enablement

Partners who cannot articulate the Fynapse value proposition clearly will not generate pipeline. Enablement is not a one-time onboarding activity - it is an ongoing investment in partner quality.

• 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

Ecosystem development

The partner ecosystem today covers the Big Four and a small number of active Tier 2 relationships. The Partner Manager is responsible for growing it systematically - adding partners where there are geographic or sector gaps and building the commercial framework that makes the ecosystem sustainable.

• 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

What We Offer:

We’ll offer you a competitive salary commission as well as the following benefits: 

• 401(k) retirement plan with matching 

• Competitive vacation and paid time off 

• Healthcare benefits – medical insurance, dental insurance and vision plans 

• Pre-tax saving accounts 

• Life and Disability Insurance 

• ShareSave scheme (ability to purchase company shares on preferential terms) 

• Flexible working conditions and hybrid work model 

Where You Will Be:

• This role is based from our Boston office, we support hybrid working  

• This role requires regular travel in-country and/or overseas 

To us at Aptitude, hybrid working means that our employees come together for 2-days per week at their local office. It’s an opportunity for our teams to collaborate, solve problems together and to be engaged and involved in the wider community of our business. 

We ask employees to come into the office every Wednesday and give you the flexibility to choose your other day

Requirements

This role requires a combination of commercial discipline, relationship depth, and genuine understanding of the enterprise Finance transformation market. The partner ecosystem serves a complex, technical sale into CFOs and Finance leadership teams. The Partner Manager must understand what those buyers care about and be able to articulate Fynapse’s value proposition credibly to both partners and prospects.

Essential

• 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

Highly desirable

• 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