Boston, Massachusetts, United States
At Aptitude, we’re on a mission to change the way the world’s leading enterprises understand and grow their businesses. Our industry-leading finance data platform, Fynapse, helps organizations streamline their operations, unlock trusted insights and accelerate growth.
We’re proud to be building a global team of passionate and ambitious people who love solving complex challenges and making an impact. We celebrate diverse perspectives and believe that our differences make us stronger, smarter and more creative.
With our headquarters in London and offices in seven locations worldwide, we’re proud to partner with clients across four continents. Wherever you join us, you’ll be part of a global community shaping the next generation of finance technology.
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
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
Please click on the ‘Apply now’ button below, including your CV/resume and any other relevant information that will help us get to know you better.
If you’re interested in working at Aptitude, but don’t feel you meet every single requirement of the role, we’d still like to hear from you! A diverse workforce is an essential part of our culture, and we’re dedicated to ensuring that our staff can show up as their authentic self – safe in the knowledge that their differences will be embraced and respected by all. We’re strong advocates of supporting applicants from a wide variety of backgrounds which include different ages, genders, ethnicities, physical abilities and sexual orientation, and we work hard to build the confidence of our workforce through inclusivity, equity and ongoing training. So, if you’re excited about this role but your past experience doesn’t align perfectly with every requirement, we’d encourage you to apply anyway. You might be just the candidate we’ve been looking for, whether it’s for this role or another.