Head of Tech Partnership

This is a fully remote position, open to applicants in France, +2 more states.

📋 Description

• Develop and implement the technology partner strategy in line with the Connectivity vision and Pennylane.

• Organize, recruit, and expand the team according to the established roadmap.

• Create the tech partner program, including tiering, incentives, certifications, and related benefits.

• Transform tech partnerships into sources of revenue and generators of qualified leads for the Sales team.

• Establish Pennylane as a leader within the ecosystem through partner events, community engagement, and marketplace initiatives.

• Assist in the international expansion of the integrations network.

• Determine tiering, eligibility criteria, benefits, and KPIs for the partner program.

• Assess opportunities and prioritize partnerships with high potential.

• Maintain relationships with both strategic inbound and outbound partners.

• Structure commercial agreements and promote the monetization of integrations.

• Monitor lead pipelines generated by partner activities.

• Implement self-onboarding tools, including development and partner portals.

• Incorporate AI into support, documentation, and automation processes.

• Collaborate with Product, Marketing, and Sales teams on enablement, go-to-market strategies, and adoption.

• Oversee Partner Managers and Solution Engineers, recruiting as necessary.

• Drive key performance indicators: customers enabled, monthly recurring revenue attributed to partners, qualified leads, certifications, and active connector usage.

⛳️ Requirements

• Over 7 years of experience in Business Development, Partnerships, or Alliances, preferably in a B2B SaaS scale-up.

• Experience with technology alliances and API integrations.

• Understanding of webhooks, REST APIs, and SDKs.

• Proven success in structuring a partner program, including tiering, contracts, and incentives.

• Strong business acumen with a focus on ROI, pipeline, and revenue-driven decision-making.

• Experience managing Business Development or Partnership profiles.

• Exceptional negotiation and relationship-building abilities with both technical and business stakeholders.

• Fluent in French and possess a minimum of professional working proficiency in English.

• Familiarity with the French accounting/financial ecosystem is advantageous.

• Experience in managing a marketplace or app store is a plus.

• Background in international launches, especially in Germany and/or Spain, is an advantage.

• Proficiency in Salesforce, Crossbeam, or similar tools is beneficial.

• Comfort with using generative AI in daily professional tasks is a plus.

• Ability to thrive in a building/ambiguous environment.

• Capacity to prioritize tasks independently.

• Data-driven mindset with a strong sense of ownership.

• Ability to influence others without direct hierarchical authority.

🏝️ Benefits

• One of the top health plans available (Alan Blue and Alan Mind).

• Meal vouchers (Swile card).

• An additional 6 to 12 RTT days on top of 5 weeks of paid leave.

• A dedicated monthly budget for remote work or coworking space expenses.

• Convenient access to offices located just minutes from Saint-Lazare in Paris.

• A stock option (BSPCE) package.

• Access to 8,000 gyms across France and more than 300 wellness activities through Gymlib.

• A Mac computer.

• Tech Days every three months to unite remote colleagues.

• Annual company offsite events.

• An inclusive and supportive work environment that promotes well-being and professional growth.