Partnerships Manager

Summary

Join OpenFn's team as a Partnerships Manager to lead the Partner Program, onboarding local implementing partners and helping them become effective Affiliates and Partners. The role focuses on generating recurring revenue through strategic partnerships, empowering partners to build sustainable SaaS revenue streams. You will identify and engage potential partners, onboard them onto the OpenFn platform, provide ongoing support and guidance, and work closely with them to generate SaaS revenue. This hands-on role requires strong communication, technical knowledge of system integration, and a passion for social impact. The position involves building and maintaining strong partner relationships, gathering feedback, and improving the program's effectiveness. Success will be measured by the growth of the partner network and the generation of recurring revenue for OpenFn.

Requirements

• Proven experience in SaaS sales, partnerships, channel sales, business development, or account management, preferably within a technology-focused organization
• Demonstrated ability to identify, onboard, and manage a portfolio of partners, driving measurable revenue outcomes
• Strong understanding of partnership ecosystems and incentive structures
• Excellent communication, negotiation, interpersonal, and presentation skills, with the ability to articulate complex concepts clearly and persuasively
• Technical understanding of software tools - particularly those used in system integration and workflow automation
• Ability to work independently and as part of a remote team in a fast-paced environment

Responsibilities

• Partner Identification & Outreach: Proactively identify, engage, and qualify potential Affiliate and Partner organisations and individuals in target markets, initially focusing on Rwanda
• Platform and Program Onboarding: Guide prospective partners through the OpenFn Platform and Partner Program, explaining the benefits, requirements, and the value proposition for both Affiliates and Partners as outlined in the program documentation and Partnership Agreement
• Partner Enablement & Support: Provide ongoing support and guidance to onboarded partners, helping them understand how to leverage OpenFn's platform and its capabilities to build their own solutions and meet their clients' needs across diverse sectors
• Revenue Generation & Tracking: Work closely with partners to help them identify opportunities to bring in new SaaS revenue for OpenFn, help them close sales and track their progress
• Relationship Management: Build and nurture strong, long-term relationships with key contacts within partner organisations, fostering a collaborative environment for mutual success
• Build and curate the partner network: Actively drive forward the schedule of partner events, content development and opportunity pipeline to help partners succeed and bring the feedback into OpenFn. Inclusive of Partner calls, meetups, collaborative feature prioritization sessions and publishing opportunities on the OpenFn Community etc
• Feedback & Program Improvement: Gather feedback from partners on the program's effectiveness and identify areas for improvement, relaying insights to the OpenFn leadership team

Preferred Qualifications

• Experience working within the social impact sector or with organisations in various industries (e.g., financial services, logistics, education, public health)
• Previous experience in a startup environment
• Familiarity with the technology landscape in Rwanda, Kenya, or other Sub-Saharan African countries
• Understanding of digital public goods or open-source software
• Experience working at a software implementation organisation or consultancy

Benefits

• New Sign-ups Bonus: a fixed amount per new Affiliate or Partner sign-up, provided they are well positioned to onboard OpenFn customers
• SaaS Revenue Share: 20% of all SaaS revenue brought in by all partners you onboard, for the first year of their partnership
• Flexible working schedule
• Exposure to hottest industry and technology trends and attendance at key industry events as part of the role
• Opportunity for leadership and professional progress. You will be a key contributor to our company’s strategic growth