Senior Partnership Account Manager – Integrators

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

📋 Description

• Oversee the creation of a portfolio of integration partners, managing everything from account strategy to the implementation of action plans.

• Cultivate partner accounts by coordinating with executives, sales leaders, and operational teams.

• Enhance Resell and Cosell business activities, stimulate opportunities, and streamline sales cycles.

• Provide training to partner teams through product demonstrations, training sessions, and sales enablement initiatives.

• Recognize deployment, migration, and expansion prospects within the customers of integrators.

• Formulate and implement partner growth strategies.

• Comprehend the business models, organizational frameworks, priorities, and potential of integrators.

• Develop account plans featuring clear objectives and specific milestones.

• Identify growth drivers, including installed-base expansion, new projects, campaigns, events, and collaborative initiatives.

• Engage with sponsors and field teams.

• Monitor the Resell and Cosell pipeline and enhance the accuracy of forecasts.

• Assess needs, structure opportunities, and involve the appropriate Pennylane stakeholders.

• Coordinate actions with Account Executives.

• Spot risks, eliminate obstacles, and expedite opportunities.

• Determine priority customer segments and relevant use cases.

• Organize prospecting, qualification, and follow-up for projects initiated through the partner network.

• Attend customer meetings, demonstrations, and events.

• Educate partners’ sales, consulting, and operational teams.

• Maintain regular in-person engagement with key partners.

• Prepare and facilitate partnership evaluations.

• Sustain a network of contacts within partner organizations.

• Act as a representative for Pennylane to partners.

• Align plans with the Account Executive, Marketing, Operations, Product, and Customer Success teams.

• Relay field feedback and suggest marketing, sales, or product initiatives.

• Share best practices and keep accurate records in the CRM.

⛳️ Requirements

• Demonstrated experience in B2B indirect sales, partner account management, or the development of reseller and integrator networks.

• Ideally, a minimum of 5 years of experience in a B2B software or SaaS environment.

• Senior-level experience is preferred for managing strategic partners and complex sales cycles.

• Capability to create and oversee growth plans with executive-level stakeholders and operational teams.

• Results-driven commercial mindset, with strong pipeline management skills and the ability to translate analysis into actionable steps.

• Proficient in conducting field meetings, negotiations, presentations, and product demonstrations.

• Ability to engage various stakeholders and establish trusted relationships.

• Proactive, innovative, and resilient approach.

• Highly organized in tracking opportunities, forecasting, and utilizing CRM systems.

• Ability to collaborate effectively with Sales, Marketing, Product, and Operations teams.

• Proficiency in French and ability to engage in professional discussions in English.

• Familiarity with accounting, finance, business management, ERP, or SMB management software is an advantage.

• Experience with integrators, resellers, VARs, or B2B software vendors is beneficial.

• Understanding of software distribution ecosystems and deployment challenges is a plus.

• Experience managing significant partner accounts, installed-base migration plans, or Resell and Cosell cycles is a plus.

• English proficiency is required.

• Right to work in France is a must; the employer is unable to sponsor a visa.

🏝️ Benefits

• Access to one of the top health insurance plans available (Alan Blue and Alan Mind).

• Meal vouchers (Swile card).

• 6 to 12 additional RTT days, in addition to 5 weeks of paid vacation.

• A dedicated monthly budget to facilitate remote work or coworking space usage.

• BSPCE equity compensation.

• Entry to 8,000 gyms throughout France and over 300 wellness activities via Gymlib.

• Provision of a Mac computer.

• Tech Days every 3 months for remote Pennylane employees.

• Annual company retreat.

• A welcoming, supportive work environment that promotes both personal and professional development.