Senior Partnership Account Manager – Integrators

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

📋 Description

• Spearhead the development of a network of integration partners, overseeing account strategy and executing action plans.

• Enhance partner accounts by aligning key executives, sales leaders, and operational teams.

• Expedite Resell and Co-sell business growth, manage opportunities, and elevate opportunity quality.

• Empower partner teams through product demonstrations, training sessions, and comprehensive sales support.

• Detect deployment, migration, and expansion opportunities within integrators' customer base.

• Create and implement partner growth strategies.

• Gain a deep understanding of each integrator’s business model, organizational structure, priorities, and growth potential.

• Develop account plans with distinct objectives and measurable milestones.

• Recognize growth opportunities, including customer-base expansion, new projects, marketing campaigns, events, and collaborative initiatives.

• Monitor the Resell and Co-sell pipeline, ensuring opportunity quality and enhancing forecast precision.

• Assess needs, organize opportunities, and engage relevant Pennylane stakeholders.

• Collaborate with Account Executives throughout shared sales cycles.

• Identify risks, eliminate obstacles, and expedite opportunities towards closure.

• Determine priority customer segments and use cases among integrators.

• Participate in customer meetings, demonstrations, and related events.

• Train the sales, consulting, and operational teams of partners.

• Maintain a consistent on-site presence with key partners.

• Prepare and facilitate partnership reviews.

• Establish and nurture a network of partner contacts, identifying potential risk signals.

• Align partner strategies with AE, Marketing, Operations, Product, and Customer Success teams.

• Relay partner needs, objections, market trends, and commercial opportunities internally.

• Suggest marketing, sales, or product initiatives.

• Share best practices and ensure accurate information is maintained 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 context.

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

• Results-driven sales methodology, coupled with strong pipeline management abilities and the aptitude to convert analysis into actionable steps.

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

• Ability to engage multiple stakeholders within a partner organization and foster enduring, trust-based relationships.

• Proactive, innovative, and resilient in approach.

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

• Competent in collaborating with Sales, Marketing, Product, and Operations teams.

• Fluency in French and the capability to engage in professional discussions in English.

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

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

• Understanding of software distribution ecosystems and customer deployment factors is beneficial.

• Experience managing substantial partner accounts, customer-base migration strategies, or Resell and Co-sell cycles is a plus.

• Located in or willing to relocate to the Paris region, Lyon, or Rennes.

• Willingness to travel as needed.

🏝️ Benefits

• One of the leading 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 working from home or in a coworking space.

• BSPCE equity grants.

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

• A Mac for your work needs.

• Tech Days every three months for remote Pennylaners.

• Annual company retreat.

• An inclusive and supportive work environment that promotes personal and professional development.