Senior Financial Manager, Partnerships

Overview

The organization is seeking a Senior Financial Manager, Partnerships to serve as a strategic partner to the VP of Global Partnerships. This role designs economic and financial models to support ecosystem strategy across Cloud Marketplaces (AWS, GCP, Azure), Global Systems Integrators (GSIs), and ISVs—driving partner incentive investments that accelerate usage-based revenue while meeting profitability goals.

Responsibilities

• Act as a primary, trusted financial and strategic advisor to the VP of Global Partnerships and global leadership team
• Marketplace Strategy (AWS, GCP, Azure): collaborate with marketplace and cross-functional teams in R&D, Marketing, and GTM to optimize business performance through cloud marketplaces
• Ecosystem Monetization: design revenue-share frameworks and co-sell incentives aligned to business goals
• Program & MDF ROI: build analytical frameworks to measure return on Market Development Funds (MDF), partner tier rebates, and GSI enablement investments
• Executive Decision Support: produce synthesized quarterly board-level narratives comparing partner-attributed versus partner-sourced trends and other strategic partner priorities
• Long-Range Planning: lead global partner forecasting, capacity planning, and multi-year investment modeling
• Unit Economics: define, build, and monitor partner metrics including Partner-Sourced vs. Partner-Influenced Revenue, Margin-Adjusted CAC, and payback periods
• Commercial Models: partner with Sales and Legal to evaluate, model, and approve non-standard partner contracts and bespoke commercial structures
• Develop robust financial models for new market expansion, evaluating build-vs-buy-vs-partner economics for emerging international regions and product integrations
• Partner with Corporate Accounting and Commission teams to ensure accurate, timely accruals for partner rebates, referral fees, and MDF contra-revenue adjustments
• Own global forecasting, budgeting, and month-end accruals for global partnership programs and incentives
• Collaborate with RevOps, GTM Systems, and Data Engineering to build scalable, automated reporting infrastructure
• Identify margin drivers and scale cost-efficiency within the partner ecosystem through cross-functional collaboration
• Execute agile scenario planning and ad-hoc analyses for senior leadership regarding partnership investments

Requirements

• 8+ years of FP&A experience in a progressive financial role
• Strong financial modeling skills, including forecasting, budgeting, and reporting
• Excellent business acumen and ability to influence stakeholders with data-driven insights
• Comfortable working with ambiguity and solving problems across multiple teams
• Ability to work independently and think strategically
• Excellent verbal and written communication skills
• Highly proficient with Google Sheets or Excel

Preferred Qualifications

• Bachelor’s degree in Finance, Business, Economics or related field, or equivalent experience
• Experience with Anaplan, Tableau, Looker, and Oracle (a plus)

Compensation & Benefits

• Competitive pay and benefits including generous time off, ample parental and wellness leave, healthcare, a retirement savings program, and more (offerings vary by location)
• Estimated pay ranges:
  • Based in Colorado, Hawaii, Illinois, Maryland, Massachusetts, Minnesota, Vermont or Washington D.C.: $141,520.00-$176,900.00
  • Based in New York, New Jersey, Washington State, or California (outside of the San Francisco Bay area): $149,840.00-$187,300.00
  • Based in the San Francisco Bay area, California: $166,400.00-$208,000.00
• This role may be eligible to participate in an equity plan and a corporate bonus plan.
• Generally eligible benefits include health care insurance, 401(k) retirement account, paid sick time, paid personal time off, and paid parental leave.
• Starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location.

Location

Remote. Not eligible for hire in CA, CT, NJ, NY, PA, WA.

Travel

Occasional travel may be required to participate in project or team in-person meetings.

Application Deadline

Applications are intended to be accepted until 10/12/26 but may change based on business needs.