Drive the global channel and alliance strategy to back FinQuery's contract-driven subledger roadmap and revenue goals.
Lead, mentor, and grow the Channel and Alliances team, setting a clear operating rhythm, goals, and development paths for everyone.
Hit ambitious targets for partner-sourced and partner-influenced pipeline, ARR, and retention, delivering solid monthly and quarterly forecasts.
Design and fine-tune the partner program structure—including tiers, perks, incentives, and partner economics—to get partner efforts aligned with FinQuery's objectives.
Find, recruit, and sign top-tier partners, focusing on key areas like accounting firm CAS practices, ERP systems, ISVs, VARs, and SIs.
Develop and manage a consistent partner recruitment approach that uses outbound outreach, events, and relationship building with key decision-makers.
Team up with Marketing to create and roll out joint go-to-market plans, involving co-branded campaigns, events, content, and account-based strategies.
Make sure partners are ready to sell and deliver FinQuery by providing sales playbooks, training, demos, pricing help, and competitive intel.
Put in place a partner governance model, including QBRs, scorecards, and joint business plans, and keep tabs on pipeline, revenue, enablement, and satisfaction.
Work closely with Sales leadership to establish clear rules of engagement, defining how opportunity registration and conflict resolution work between direct and channel teams.
Collaborate with Revenue Operations to ensure partner data, opportunity credit, and reporting are accurate and easily visible in CRM and dashboards.
Partner with Product and Corporate Development on strategic alliances, looking into embedded OEM opportunities and potential acquisition targets to strengthen our ecosystem.
Represent FinQuery at industry events, conferences, and partner forums to boost awareness and find new alliances.
Bring back organized partner feedback to help shape the product roadmap, pricing, and packaging decisions.

Requirements

8 or more years of experience in B2B SaaS, with at least 5 years focused on channel sales, alliances, or partner management
Proven track record building and scaling a partner program that drives a meaningful share of new ARR and expansion revenue
Experience leading a team of partner managers or channel sellers, including hiring, coaching, and performance management
Strong understanding of accounting firms, ERP ecosystems, and finance technology partners, ideally including NetSuite, Sage, Microsoft, and other key platforms
History of successfully recruiting, negotiating, and enabling VARs, SIs, ISVs, and referral partners, with clear examples of deals closed with or through partners
Commercial acumen and sales DNA with comfort owning targets, negotiating terms, and working closely with direct sales teams
Ability to build joint business plans, including pipeline targets, marketing investments, and enablement milestones, and then drive execution against them
Excellent communication skills, including the ability to clearly explain how FinQuery creates value for partners and their clients
High level of organization, with the ability to manage multiple partner relationships, internal stakeholders, and initiatives in a fast growth environment
Willingness to travel up to 25% of the time for partner meetings and industry events

Benefits

Health insurance
Retirement plans
Professional development
Flexible work arrangements

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

B2B SaaSchannel salespartner managementpartner program developmentpipeline managementnegotiationsales enablementaccount-based strategiesfinancial technologypartner recruitment

Soft Skills

leadershipmentoringcommunicationorganizationcommercial acumenrelationship buildingperformance managementstrategic thinkingexecutioncollaboration