Partner Program Director
OpenFn · Remote
Type: Full-time contractor (hours negotiable)
Location: Remote, based in Sub-Saharan Africa (Africa time zones)
Language Requirements: A second language, French or Spanish, is preferred
Travel: 20-40% expected travel time.
Reports to: Head of Growth
OpenFn is the Digital Public Good for public service automation & AI orchestration. Our platform automates data exchange and digital workflows so that governments and NGOs can deliver public services more efficiently, achieve interoperability across fragmented systems, and scale critical public services across health, humanitarian, and government programs.
Our team, Open Function Group, the primary steward of this open-source platform, is a lean, fully-remote team of integration specialists, solution architects, and implementation consultants working across 15+ countries.
We are not making marginal improvements to already comfortable lives. We are building the infrastructure that allows governments to function, clinics to operate, and vulnerable populations to access services they depend on.
The role
We're hiring a Partner Program Director to own and grow OpenFn's collaboration with the implementation partners and reseller organizations who embed OpenFn into their own advisory and delivery work with governments and NGOs.
OpenFn works with a growing network of implementation partners, systems integrators, and digital transformation consultancies who deliver services to governments and NGOs and, in doing so, embed OpenFn into their own solutions. You won’t work directly with the ministries, digital transformation units, and NGOs who use OpenFn directly. Rather, you'll focus on the organizations who advise and implement for them, helping those partners succeed with OpenFn so that they, in turn, bring OpenFn to more of the customers they serve.
You'll be based in Sub-Saharan Africa and initially focused on partners across the region, but this is a global role: as OpenFn's partner network grows, we expect you to develop relationships with partner organizations beyond the continent as opportunities arise.
You'll own the full lifecycle of these relationships: identifying and onboarding new partners, training and enabling them to sell and implement OpenFn effectively, and growing the recurring revenue that flows through the partner channel. You’ll also be on the hook for designing and delivering a certification program that we can build a capability around, with the objective of achieving a scalable Partner Program.
What you'll be doing
Identify & onboard partners
- Proactively identify, engage, and qualify prospective implementation partners and resellers, from large digital transformation consultancies to independent IT integrators
- Guide prospective partners through OpenFn's Partner Program, articulating the value proposition and requirements for both parties
- Structure and negotiate partnership agreements in line with OpenFn's partner model
Grow partner-driven revenue
- Work closely with partners to identify new opportunities to bring OpenFn to their government and NGO clients, and help them plan, scope, and close that work
- Track partner pipeline and revenue performance, and report on it to OpenFn leadership
- Identify opportunities to expand existing partner relationships into new countries, sectors, or accounts
Enable & support the partner network
- Facilitate ongoing training and support to help partners understand and effectively sell and implement the OpenFn platform
- Act as the primary relationship owner for OpenFn's most important partners, building trust with senior stakeholders on the partner side
- Coordinate with OpenFn's product, services, and support teams so partners have what they need to succeed with their clients
Build & curate the partner community
- Drive a regular cadence of partner calls, regional meetups, and content, including collaborative feature-prioritization sessions and opportunities to publish on the OpenFn Community
- Gather feedback from partners on the program's effectiveness, and relay region-specific insights and opportunities to OpenFn leadership
Requirements
Required Qualifications
- 8+ years of experience in partnerships, channel management, business development, or a related relationship-management role, ideally with a technology or software platform
- A track record of identifying, onboarding, and managing a portfolio of partners and driving measurable revenue outcomes through them
- Strong understanding of partnership ecosystems and incentive structures
- Excellent communication, negotiation, and relationship-building skills, with the ability to earn trust with senior stakeholders at partner organizations
- Technical understanding of software tools, particularly those used in AI Agentic Management, system integration and workflow automation, sufficient to speak credibly with technical and non-technical partner staff alike
- Ability to work independently and as part of a small, fully-remote team across multiple time zones
- Fluent, professional-level communication skills in English and one other language (Spanish or French), with the ability to work effectively across a distributed, multicultural team
- Reliable access to a quiet, dedicated remote workspace with strong, stable internet connectivity sufficient for daily video calls and cloud-based collaboration
Preferred Qualifications
- Experience working within the social impact sector or with organizations across industries such as health, humanitarian response, or government digital transformation
- Experience at a software implementation organization, systems integrator, or consultancy
- Familiarity with digital public goods or open source software
- Experience selling or delivering complex digital transformation, business process transformation, or data integration projects
- Working proficiency in both French and Spanish
- Previous experience in a startup or early-stage environment
- You're a generalist!
Benefits
- Financial compensation includes a base salary plus variable pay tied to the revenue growth you drive through the partners you manage. Total pay is commensurate with experience, per OpenFn's Equal Pay for Equal Work framework; the detailed variable-pay mechanics are shared during the interview process.
- N.B.: Selling to NGO and government customers, we don't offer Silicon Valley pay scales, but high quality of life and fair, transparent, and competitive compensation is important to us.
- Flexible working schedule
- We're fully remote, with team meetups across Europe and Africa (our last three were in Kigali, Cape Town, and Dakar)
- Exposure to the hottest industry and technology trends and leading health, humanitarian, and government digital transformation interventions in the sector
- Opportunity for leadership and advancement; you will be a key contributor to our company's strategy and direction
- The opportunity to shape our strategy and impact millions of lives through our open source software in a small, mission-driven organization