Director, Channel & Alliances

Role Overview

• 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

Tech Stack

• ERP

Benefits

• Health insurance
• Retirement plans
• Professional development
• Flexible work arrangements