Senior Partner Relationship Manager, NetSuite Ecosystem
Location: Boston, MA (hybrid) or Remote - US
Team: Partnerships
Reports to: VP of Partnerships
Position Overview
Charted is AP automation built natively for NetSuite. Most of the finance teams who need us find us through someone they already trust - the implementation partner who ran their ERP project, the NetSuite AE who sold them the platform, the PE operating partner standardizing a portfolio.
That means the channel isn't a supplement to our go-to-market. It's a large and growing share of it.
We're hiring a senior individual contributor to own a book of the ecosystem's most consequential relationships. You'll carry a number, but the work is not quota-carrying sales. It's figuring out why a Gold partner sends us four deals a year instead of fifteen, then fixing the thing that's actually in the way - enablement, economics, delivery confidence, or a single rep who's never been shown the product.
This is a role for someone who has done this before and wants the space to do it well.
What you'll own
• A named portfolio of NetSuite implementation and consulting partners across the tier structure - Referral through Platinum. You own the relationship end to end: recruitment, onboarding, tier progression, joint pipeline, and the QBR that actually changes behavior.
• Sourced and influenced pipeline. You're accountable for what your partners generate, and for the data being clean enough that we can prove it.
• Co-sell with NetSuite direct. Build durable relationships with NetSuite AEs and solution consultants. Get Charted into their discovery conversations, not just their referral spreadsheet.
• Accounting advisory and finance transformation firms. A fast-growing segment of the ecosystem - CAS practices and outsourced accounting teams who standardize a tech stack across every client they touch. You'll recruit and build this book.
• The private-equity channel. Work sponsor relationships and portfolio-company standardization plays, where one conversation can open a dozen multi-entity opportunities.
• Outsourced delivery. Help scale the program that lets certified partners implement Charted themselves - the commercial terms, the readiness bar, and the partners capable of clearing it.
• Field intelligence. You'll hear what partners hear. Bring product gaps, competitive moves, and pricing friction back to the people who can act on them.
What success looks like
By 90 days - You know your portfolio cold: who the real decision-makers are, which practices have delivery capacity, where the last three deals stalled and why. You've run first meetings across your top accounts and have a written point of view on where the growth is.
By six months - You've moved at least two partners up a tier, built repeatable co-sell motion with NetSuite reps in your territory, and your attribution data is trustworthy enough to forecast against.
By a year - Your book is a meaningful, predictable share of new business. Partners in your portfolio call you before they call anyone else when a client mentions AP.
You'll be a fit if you have
• 6+ years in partnerships, channel, or alliances at a B2B SaaS company - with at least a few of those years owning revenue-carrying partner relationships, not just program operations
• Direct experience in an ERP ecosystem (NetSuite strongly preferred)
• A track record of building partner-sourced pipeline from a standing start, with numbers you can walk us through
• Genuine comfort with finance and accounting workflows - you can hold your own in a conversation about invoice approvals or a three-way match
• The instinct to diagnose before prescribing, and the patience for relationships that compound over quarters rather than weeks
• Experience negotiating partner agreements and margin structures with principals and C-level executives
• Fluency in Salesforce and a low tolerance for dirty attribution data
Bonus points for: an existing network inside the NetSuite partner community or NetSuite direct sales; experience with PE-backed or multi-entity customers
Why this role
The partner program here is past the experimental stage and not yet past the stage where one person can shape it. The tier structure, the enablement materials, and the attribution model are all live and all still improving - and a senior person joining now has real input into what they become.
You'll work alongside a small partnerships team with executive-level support, and with a product that partners genuinely like recommending, because it makes their implementations go better.
We Require All Team Members:
• Focus on autonomous thinking and a proactive approach to customer relationships.
• Create high quality, clearly written documentation that explains work performed and solutions implemented.
• Maintain a commitment to highly responsive communication with our customers and team members.
• Interact with team members in such a way as to maintain a positive and collaborative atmosphere.
• Strive for continued personal growth; contribute in an ongoing and proactive way to the growth of Charted as a company.
Compensation & Benefits
• Competitive compensation
• Competitive healthcare benefits
• Unlimited vacation
• Internet allowance
• Home office expense reimbursement
• 401(k) employer contributions
• Birthdays off
• Charitable contribution program
Travel: 15-25%, primarily partner onsites, NetSuite field events, and industry conferences.
