Principal, Partnership Management – Strategic Partners Europe

This is a fully remote position, open to applicants in Germany.

📋 Description

• Take ownership of the European partnership revenue goals and drive measurable ARR contributions through deals sourced and influenced by partners.

• Create collaborative alliance business plans for DACH and priority growth markets.

• Collaborate with European sales leadership and Account Executives to formulate territory plans, implement referral and reseller co-selling strategies, and finalize complex agreements.

• Facilitate in-person partner meetings, joint executive briefings, and customer alignment sessions.

• Lead Quarterly Business Reviews and governance discussions that cover pipeline, revenue, renewals, partnership status, and outcomes.

• Design and implement an ecosystem strategy for DACH and key European growth markets, focusing on System Integrators, Consultancies, and Tech Alliances.

• Utilize partner networks to engage buying personas including Chief HR Officers, CIOs/IT leadership, and Internal Experience Directors.

• Conduct market assessments for France and the wider European markets, providing ROI-supported expansion recommendations.

• Structure, negotiate, and finalize partner agreements, joint business plans, and commercial frameworks.

• Assess partner yield, pipeline velocity, and return on partner investments.

• Develop metrics and tiering models to scale high-performing partners and improve underperforming relationships.

• Represent European partners within the organization and provide insights to Product, Marketing, and Revenue Operations.

• Work alongside Customer Success and Professional Services on referral workflows for partner services.

• Serve as the main escalation point for key partner accounts, resolving operational and commercial challenges.

• Position Staffbase as the leading employee experience partner within the portfolio, evidenced by measurable joint pipeline.

⛳️ Requirements

• Several years of experience in partner management, strategic alliances, or channel/direct sales in the B2B SaaS sector, with a direct, measurable impact on revenue growth in European markets.

• Extensive experience navigating mid-market and large-account sales cycles, buying centers, and co-selling frameworks.

• Strong understanding of SaaS metrics, revenue share structures, margin economics, and joint business modeling.

• Comprehensive knowledge of the European enterprise software ecosystem, particularly in the DACH region.

• Specific experience in France or the Nordics/Benelux region is advantageous.

• Proven ability to reposition software solutions to multi-departmental buyers, including IT, HR, and Executive Communications.

• Experience co-selling directly with partner representatives and Staffbase Account Executives.

• Fluent in both German and English at a C2 level; capable of conducting executive-level business discussions in both languages.

• Proficiency in a third language such as French, Spanish, or Italian is a significant advantage.

• Ability to recruit, develop, and tier capable, committed, and scalable partners.

• Skill in crafting compelling plans for new partner initiatives by merging technology and business strategy.

• Proficient in building and maintaining relationships with internal and partner stakeholders, including senior-level executives, legal, finance, and marketing teams.

• Capability to negotiate complex, high-stakes commercial agreements.

• High energy, enthusiasm, and passion for creating category-defining partnerships.

🏝️ Benefits

• Competitive salary packages including LTIP (unit-based Long Term Incentive Plan).

• Flexible working time arrangements.

• Hybrid work option available.

• Annual flex work allowance of €1560.

• 31 vacation days per year, including one floating holiday.

• Pro rata fully paid Fridays off throughout August.

• Company pension scheme.

• One paid Volunteers Day per year to support a social project.