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Pennylane is a high-growth French fintech (€400M raised, backed by Sequoia) building financial management and accounting software for European SMEs and accounting firms. The company has grown from 7 founders to 1,300+ employees across 25 countries and serves over 1.3M SMEs and 7,000 accounting practices in France.
As Strategic Tech Partnerships Manager, you will lead the development of a focused portfolio of 20–30 strategic technology partners across multiple product categories. Your mission is to transform these partnerships into genuine growth levers by combining commercial engagement, product adoption, and ecosystem development.
You will work daily with Sales, Marketing, Product, and Customer Success teams to align Pennylane's and partners' interests and drive sustainable growth for shared customers.
**Key Responsibilities:**
1. **Manage and develop a strategic partner portfolio:** Build trusted relationships with key stakeholders (sales, marketing, product, leadership, customer success) at each partner. Define tailored growth strategies based on partner potential, maturity, and business priorities. Establish regular governance rituals (business reviews, progress updates, action plans, commitment tracking). Identify upsell, cross-sell, and collaboration expansion opportunities.
2. **Drive co-selling and revenue:** Co-create and execute annual business plans with priority partners. Develop effective co-selling motions between Pennylane and partner sales teams. Identify, qualify, and advance commercial opportunities from the partner ecosystem. Structure lead generation, sharing, and tracking processes. Collaborate with Sales to accelerate opportunity conversion and maximize MRR. Organize joint commercial actions (campaigns, events, webinars, content, prospecting).
3. **Accelerate product adoption and usage:** Monitor integration health and joint customer journeys. Drive adoption of integrations and increase active user counts among shared customers. Identify activation, usage, and retention blockers; coordinate action plans with relevant teams. Establish usage metrics and share regular analyses with partners. Improve the end-to-end customer experience from acquisition through daily use of connected solutions.
4. **Become a category expert:** Develop deep understanding of product categories and covered markets. Become the internal and external reference on ecosystem players, trends, use cases, and competitive dynamics. Understand each partner's product and commercial strategy to identify alignment opportunities. Surface market feedback and needs to Product, Engineering, and Marketing teams. Help prioritize integration improvements and joint initiatives. Help internal teams understand partner solution value and positioning.
5. **Execute targeted strategic prospecting:** Map the French ecosystem and identify strategic players not yet in the portfolio. Qualify partners with highest potential for Pennylane, customers, and product strategy. Build personalized engagement approaches. Negotiate and close high-impact partnerships. Progressively develop new relationships through commercial and product activation.
**Performance Indicators:**
- MRR sourced and influenced from partner categories
- Active users connected via partner integrations
- Adoption and usage rates of integrations among shared customers
- Retention rates and Net Revenue Retention for integration users
- Partners progressed from Silver to Gold tier
- Partner contribution to Pennylane growth objectives
- New strategic partners signed and activated
- Satisfaction and engagement of priority partners
**Requirements:**
- Proven experience in strategic partnerships, business development, account management, or SaaS ecosystem roles
- Track record managing partner or strategic account portfolios with measurable growth objectives
- Comfort navigating multi-stakeholder environments (Sales, Product, Marketing, Customer Success, leadership)
- Ability to build trust while maintaining strong business and results orientation
- Solid understanding of co-selling mechanics, lead generation, and indirect commercial development
- Capability to structure action plans, prioritize efforts, and manage multiple parallel initiatives
- Comfort with data analysis and tracking commercial and product KPIs
- Ability to operate in complex contexts with long decision cycles and multiple stakeholders
- Excellent communication, negotiation, and presentation skills
- Fluent in French and English (spoken and written)
**Differentiating Qualities:**
- Results orientation: transforming partner relationships into concrete business impact
- Strategic mindset: taking a step back, identifying key levers, building shared vision
- Cross-functional leadership: engaging teams without direct hierarchy
- Product culture: understanding usage, integrations, and user challenges
- Rigor and autonomy: structuring activity and reliably tracking commitments
- Collaborative spirit: prioritizing partnership and building durable relationships internally and externally
- Sector curiosity: understanding markets, players, and evolution
