Partnerships Manager

OpenFn is a software platform used to integrate systems and automate workflows. It makes building and managing those integrations easier, and makes organisations’ operations more efficient. The product provides a wide array of pre-built connections (adaptors) for working with the most commonly used and mission-critical software for every sector in the markets we serve.

The product is an open source Digital Public Good (DPG) used primarily in the impact sector. We are continuously investing in our product offering to create a best-in-class user experience for our government, NGO, and private sector customers. We believe that cutting-edge software can drive efficiency where it matters most; we do not make marginal improvements to already comfortable lives.

In pursuit of our mission to expand access to impactful technology, we team up with local implementing partners to scale our impact and strengthen local ecosystems. We do so by sharing revenues with those that have the skills to use technology to create impact by finding efficiencies - that’s where this role comes in!

We are excited to be hiring a Partnerships Manager to join our team. You will be responsible for managing OpenFn's Partner Program. That means onboarding local implementing partners from all corners of the software ecosystem and helping them to become highly effective Affiliates and Partners.

The Partner Program is designed to equip local software implementers and integrators with what they need to maximise the use of OpenFn. These could be large software companies, Independent IT Consultants, Software Development Houses or recent graduates. Ultimately, that means finding and helping Partners to automate and improve operations for organisations of all kinds across our priority geographies (initially with a strong focus on Rwanda).

Your primary objective will be to generate recurring revenue for OpenFn through these strategic partnerships, by empowering our partners to build sustainable recurring SaaS revenue streams for themselves. You help them earn money delivering solutions with OpenFn, both earning money up-front for project consulting  work, and over-time by getting a share of the recurring OpenFn SaaS fees their customers pay. This is a hands-on, relationship-focused role that requires a blend of strong communication skills, technical knowledge of system integration, and a passion for driving social impact through the use of technology.

• 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.

• 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.

Bonus Points:

• 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
• A generalist!

The base pay will be in line with OpenFn’s “Equal Pay for Equal Work” initiative and will be additionally incentivised based on performance within the Partner Program, including:

• 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.

At OpenFn, we also offer:

• 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.