Strategic Tech Partnerships Manager

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

📋 Description

• Manage and develop a portfolio of 20–30 technology partners.

• Foster relationships with partners’ sales, marketing, product, leadership, and customer success teams.

• Create development strategies customized to each partner's potential, maturity, and business objectives.

• Set up business reviews, progress updates, action plans, and tracking of commitments.

• Discover upsell, cross-sell, and collaboration growth opportunities.

• Collaborate in crafting and executing annual business plans.

• Establish co-selling motions between Pennylane’s sales teams and partner sales teams.

• Identify, qualify, and advance commercial opportunities arising from the partner ecosystem.

• Organize lead and opportunity generation, sharing, and tracking processes.

• Work with Sales teams to enhance conversion rates and optimize generated MRR.

• Coordinate joint campaigns, events, webinars, content, and prospecting initiatives.

• Monitor the health of integrations and shared customer journeys.

• Promote integration adoption and increase the number of active users.

• Identify obstacles to activation, usage, or retention and develop action plans accordingly.

• Set up usage-tracking metrics and provide analyses to partners.

• Enhance the customer experience from acquisition through ongoing use of connected solutions.

• Gain expertise in the relevant product categories and markets.

• Act as the internal and external reference point for key players, trends, use cases, and competitive dynamics.

• Relay market needs and feedback to Product, Engineering, and Marketing teams.

• Assist in prioritizing integration enhancements and joint initiatives.

• Support internal teams in understanding the value and positioning of partner solutions.

• Map the French ecosystem and identify strategic players not currently in the portfolio.

• Qualify, engage, negotiate, and finalize high-impact new partnerships.

• Build new relationships through commercial and product activation.

• Monitor performance metrics: sourced and influenced MRR, active users, adoption rates, usage, retention, Net Revenue Retention, progression from Silver Tier to Gold Tier, new partners signed and activated, satisfaction, and engagement.

⛳️ Requirements

• Demonstrated experience in strategic partnerships, business development, account management, or the SaaS ecosystem.

• Proven track record in managing partner or strategic account portfolios with measurable growth targets.

• Strong comprehension of co-selling, lead generation, and indirect business development models.

• Ability to formulate action plans, prioritize tasks, and manage multiple initiatives simultaneously.

• Proficient in analyzing data and tracking commercial and product KPIs.

• Capable of functioning in complex environments with extended decision cycles and numerous stakeholders.

• Exceptional communication, negotiation, and presentation abilities.

• Fluent in both French and English, written and spoken.

• Experience directly managing a partner or strategic account portfolio in a B2B SaaS or technology environment, with quantifiable growth targets.

• Experience in generating or influencing revenue through partners, particularly via co-selling, lead generation, or partner-sourced opportunities.

🏝️ Benefits

• 25 days of paid annual leave provided by Pennylane.

• Competitive salary package.

• Equity in the company.

• Budget to convert your home into a workspace.

• Monthly allowance for working from a coworking space.

• Access to 8,000 gyms across Europe and over 300 wellness activities via Gymlib.

• Access to Busuu for improving your English or French language skills.

• Latest Apple technology provided.

• Remote work options based on team and role requirements.

• For employees in France: 6–12 RTT days.

• For employees in France: 5 weeks of paid annual leave.

• For employees in France: meal vouchers (Swile).

• For employees in France: Alan Blue health coverage.

• For employees in France: regular events in cities with the highest concentration of Pennylaners.