Strategic Tech Partnerships Manager
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Job Description
Strategic Tech Partnerships Manager développant des partenariats technologiques pour Pennylane, logiciel français de comptabilité et gestion financière. Accélération du co-selling, de l’adoption produit et de la croissance.
Responsibilities:
- Develop and manage a portfolio of 20–30 technology partners
- Build relationships with partners’ sales, marketing, product, leadership, and customer success teams
- Define development strategies tailored to each partner’s potential, maturity, and business priorities
- Establish business reviews, progress updates, action plans, and commitment tracking
- Identify upsell, cross-sell, and collaboration expansion opportunities
- Co-create and execute annual business plans
- Develop co-selling motions between Pennylane’s sales teams and partner sales teams
- Identify, qualify, and advance commercial opportunities generated through the partner ecosystem
- Structure lead and opportunity generation, sharing, and tracking
- Collaborate with Sales teams to accelerate conversion and maximize generated MRR
- Organize joint campaigns, events, webinars, content, and prospecting initiatives
- Monitor the health of integrations and shared customer journeys
- Drive integration adoption and increase the number of active users
- Identify barriers to activation, usage, or retention and coordinate action plans
- Establish usage-tracking metrics and share analyses with partners
- Improve the customer experience from acquisition through daily use of connected solutions
- Develop expertise in the product categories and markets covered
- Serve as the internal and external point of reference on key players, trends, use cases, and competitive dynamics
- Share market needs and feedback with Product, Engineering, and Marketing teams
- Help prioritize integration enhancements and joint initiatives
- Help internal teams understand the value and positioning of partner solutions
- Map the French ecosystem and identify strategic players not yet in the portfolio
- Qualify, engage, negotiate, and sign high-impact new partnerships
- Develop new relationships through commercial and product activation
- Track performance metrics: sourced and influenced MRR, active users, adoption, usage, retention, Net Revenue Retention, progression from Silver Tier to Gold Tier, new partners signed and activated, satisfaction, and engagement
Requirements:
- Proven experience in strategic partnerships, business development, account management, or the SaaS ecosystem
- Experience managing partner or strategic account portfolios with measurable growth targets
- Strong understanding of co-selling, lead generation, and indirect business development models
- Ability to structure action plans, prioritize efforts, and manage multiple initiatives in parallel
- Comfortable analyzing data and tracking commercial and product KPIs
- Ability to operate in complex environments with long decision cycles and multiple stakeholders
- Excellent communication, negotiation, and presentation skills
- Fluent in French and English, both written and spoken
- Experience directly managing a portfolio of partners or strategic accounts in a B2B SaaS or technology environment, with measurable growth targets
- Experience generating or influencing revenue through partners, particularly through co-selling, lead generation, or partner-sourced opportunities
Benefits:
- 25 days of paid annual leave provided by Pennylane
- Competitive compensation
- Company equity
- Budget to turn your home into a workspace
- Monthly allowance for working from a coworking space
- Access to 8,000 gyms across Europe and more than 300 wellness activities through Gymlib
- Access to Busuu to improve your English or French
- Latest Apple equipment
- Remote work, depending on the team and role requirements
- For employees based in France: 6–12 RTT days
- For employees based in France: 5 weeks of paid annual leave
- For employees based in France: meal vouchers (Swile)
- For employees based in France: Alan Blue health coverage
- For employees based in France: regular events in the cities where the largest number of Pennylaners are based
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