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Piano Software is a Digital Revenue Optimization platform that helps digital services grow revenue through AI-driven analytics, segmentation, and commercial personalization. The company serves global clients including the BBC, Deutsche Telekom, Nikkei, AXA, and the Wall Street Journal, with headquarters in Amsterdam and offices across the Americas, Europe, and Asia-Pacific.
As Senior Partner Manager, you will own and grow Piano's ecosystem of agencies and marketing service providers across North America, reporting directly to the Global VP of Partnerships. Your mission is to identify, recruit, activate, and scale digital and performance marketing agencies, consultancies, and implementation partners who serve clients in healthcare and hospital systems, financial services, and media.
Key responsibilities include:
**Strategy & Prioritization**: Build repeatable partner motions including segmentation, prioritization frameworks, and scalable activation models. Prioritize partners with strong enterprise relationships aligned to Piano's ideal customer profile, including digital consultancies, system integrators, and technology partners.
**Partner Acquisition**: Develop and execute targeted outreach to identify and sign partners with deep relationships in healthcare organizations (hospital systems, integrated health systems, telehealth, digital health platforms), banking/financial services, and media. Build a robust pipeline through proactive outreach, industry events, and ecosystem relationship development. Negotiate and close partner contracts establishing clear terms for account mapping, co-sell engagement, and cross-sell motions.
**Partner Activation & GTM Collaboration**: Lead account mapping exercises with signed partners to identify joint opportunities and prioritize cross-sell targets. Equip partners with enablement resources, messaging, and competitive positioning. Partner closely with Partner Marketing on joint go-to-market activities including events, campaigns, and communications.
**Pipeline Ownership & Commercial Rigor**: Drive partner-sourced pipeline through new partner acquisition and activation of existing relationships. Maintain deal registration discipline and structured co-sell motions to improve deal quality and conversion. Own partner reporting and dashboards tracking pipeline creation, partner activity, deal progression, and outcomes. Provide regular forecasting on partner-sourced pipeline with accuracy and transparency.
**Internal Influence & Alignment**: Collaborate with Sales, Marketing, Client Services, and RevOps teams to ensure partner-generated deals are high-quality and aligned with ICP. Act as internal advocate for the partner ecosystem, driving adoption of partner-led opportunities within regional pipeline planning.
**Requirements**:
- 7+ years of experience in partner management, channel sales, business development, or alliance management within B2B SaaS
- Experience working with partners serving regulated industries (healthcare, financial services, telecom, media) preferred; existing network within healthcare ecosystem advantageous but not required
- Demonstrated track record of building and scaling partner relationships that drive measurable pipeline and revenue
- Familiarity with healthcare vertical with established network of contacts among consultancies, system integrators, technology partners, or resellers serving the industry
- Experience with account mapping, co-sell programs, and cross-sell strategies in software or technology environments
- Strong negotiation skills with experience structuring and closing partnership agreements
- Ability to operate independently and manage high volume of partner relationships while maintaining quality and accountability
- Excellent communication and presentation skills to articulate value proposition to diverse partner audiences
- Proficiency with CRM and partner management tools; experience with pipeline reporting and forecasting
- Willingness to travel as needed for industry events, partner meetings, and team gatherings
