Senior Partnership Account Manager – Integrators

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

📋 Description

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

• Expand partner accounts by collaborating with executives, sales leaders, and operational teams.

• Accelerate the Resell and Co-sell business, create new opportunities, and enhance sales cycles.

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

• Recognize deployment, migration, and expansion opportunities among integrators’ clientele.

• Formulate and implement partner growth strategies.

• Comprehend each integrator’s business model, organizational structure, priorities, and potential.

• Develop account plans featuring clear objectives and measurable milestones.

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

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

• Assess needs, structure opportunities, and engage the relevant Pennylane stakeholders.

• Synchronize activities with Account Executives throughout shared sales cycles.

• Engage in customer meetings, demonstrations, and events.

• Train sales teams and support both consultants and operational teams.

• Maintain a consistent in-person presence with priority partners.

• Prepare and conduct partnership reviews with decision-makers, owners, and outline next steps.

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

• Provide field insights and 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 developing reseller and integrator networks.

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

• Capability to create and manage growth plans with executive stakeholders and operational teams.

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

• Comfortable engaging in in-person meetings, negotiations, presentations, and product demonstrations.

• Ability to connect with multiple stakeholders and cultivate long-lasting, trusted relationships.

• Proactive, creative, and resilient in approach.

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

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

• Fluent in French and capable of participating in professional discussions in English.

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

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

• Understanding of software distribution ecosystems and deployment challenges is beneficial.

• Experience in managing strategic partner accounts, installed-base migration plans, or Resell and Co-sell cycles is an asset.

• Right to work in France is required; the company currently does not sponsor visas.

• English fluency will be evaluated during the recruitment process.

🏝️ 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 monthly allowance to support remote work or coworking space usage.

• An equity grant in the form of BSPCE.

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

• A Mac for work purposes.

• Tech Days every three months to connect remote Pennylaners.

• Annual company off-site events.

• An inclusive and supportive workplace that fosters personal and professional development.