Strategic Tech Partnerships Manager

Looking for a stimulating professional environment based on autonomy and trust?

Pennylane offers you the opportunity to grow within a rapidly growing company.

Here, your expertise will directly contribute to helping entrepreneurs regain control of their finances. Discover a place where your skills will be valued and where you can shape the future of financial management.

Our Vision

Our ambition is to become the preferred financial steering software for European SMEs.

We help entrepreneurs get rid of time-consuming accounting and finance tasks, while giving them access to key financial information to help them make the best decisions for their business.

At the same time, we help accounting firms, allowing them to spend less time on redundant and repetitive tasks, and more time on advising and supporting their clients.

About Pennylane

Pennylane is one of the fastest-growing FinTechs in France, and plans to address the European market soon.

In its 6 years of existence, we have managed to:

💻 Position ourselves on the market as an innovative accounting and financial management solution provider

💰 Raise a total of 400 million euros, from renowned investors, including Sequoia, the Silicon Valley flagship fund, known for having supported Google, Facebook, Airbnb, Stripe, Paypal, and many others at their beginnings

👨‍👩‍👧‍👦 Grow from 7 co-founders to a team of 1300 employees, with an average rating of 4.9/5 on Glassdoor and 94% of Glassdoor reviewers would recommend PL to their loved ones!

🌍 Build an international team composed of employees from 25 different countries, with a very flexible remote work culture

🤝 Earn the trust of thousands of users and receive excellent feedback

🚀 Already more than 1,300,000 VSEs/SMEs and more than 7,000 accounting firms use Pennylane in France!

About the Role

At Pennylane, partnerships play a key role in our ability to support accounting firms and their clients with an ever more integrated financial experience.

As a Strategic Partnerships Manager, you will be responsible for developing a focused portfolio of strategic partners across several product categories. Your mission will be to transform these partnerships into real growth levers, by combining commercial animation, product adoption, and ecosystem development.

You will work daily with the Sales, Marketing, Product, and Customer Success teams to align the interests of Pennylane and its partners, and to generate sustainable growth among our shared clients.

Your Responsibilities

1. Manage and Develop a Portfolio of Strategic Partners

• Manage a portfolio of 20 to 30 technology partners.

• Build a trusting relationship with key contacts at your partners: sales, marketing, product, management, and customer success teams.

• Define, with each partner, a development strategy adapted to its potential, its maturity level, and its business priorities.

• Implement regular monitoring rituals: business reviews, progress updates, action plans, and tracking of mutual commitments.

• Identify opportunities for upsell, cross-sell, and expansion of collaboration.

1. Generate Business Through Co-Selling

• Co-create and execute annual business plans with priority partners.

• Develop effective co-selling motions between Pennylane's sales teams and those of our partners.

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

• Structure processes for lead and opportunity generation, sharing, and tracking.

• Collaborate with Sales teams to accelerate opportunity conversion and maximize generated MRR.

• Organize joint commercial actions: targeted campaigns, events, webinars, content, or joint prospecting operations.

1. Accelerate Product Adoption and Usage Among Shared Clients

• Monitor the health of integrations and joint workflows between Pennylane and its partners.

• Stimulate the adoption of our integrations and increase the number of active users among shared clients.

• Identify barriers to activation, usage, or retention, and then coordinate action plans with the relevant teams.

• Implement usage monitoring indicators and regularly share analyses with partners.

• Contribute to improving the customer experience across the entire journey, from acquisition to daily use of connected solutions.

1. Become the Expert in Your Product Categories

• Develop a deep understanding of the product categories and markets covered.

• Become the internal and external point of reference for players, trends, use cases, and competitive dynamics in your scope.

• Understand the product and commercial strategy of each partner to identify alignment opportunities with Pennylane.

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

• Contribute to prioritizing integration evolutions and joint initiatives with partners.

• Help internal teams better understand the value and positioning of partner solutions.

1. Conduct Targeted Strategic Prospecting

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

• Qualify partners with the highest potential for Pennylane, our clients, and our product strategy.

• Develop personalized engagement approaches for these players.

• Negotiate and sign new high-impact partnerships.

• Gradually develop these new relationships until their commercial and product activation.

Your Performance Indicators

• Growth in MRR sourced and influenced across your product categories.

• Number of active users connected via partner integrations.

• Adoption and usage rates of integrations among shared clients.

• Retention rate, particularly Net Revenue Retention, of clients using dedicated integrations.

• Number of partners successfully supported from Tier Silver to Tier Gold.

• Contribution of partners to Pennylane's growth objectives.

• Number of new strategic partners signed and activated.

• Satisfaction and engagement level of priority partners.

The Profile We Are Looking For

• You have proven experience in strategic partnerships, business development, account management, or SaaS ecosystems.

• You have already managed portfolios of partners or strategic accounts with measurable growth objectives.

• You are comfortable in environments involving multiple stakeholders and teams: Sales, Product, Marketing, Customer Success, and Management.

• You know how to build a trusting relationship while maintaining a strong business and results orientation.

• You have a good understanding of co-selling mechanisms, lead generation, and indirect business development.

• You are capable of structuring an action plan, prioritizing your efforts, and managing multiple initiatives in parallel.

• You are comfortable with data analysis and tracking commercial and product KPIs.

• You know how to operate in complex contexts, with sometimes long decision cycles and multiple stakeholders.

• You have excellent communication, negotiation, and presentation skills.

• You are fluent in French and English, both spoken and written.

Qualities That Will Make a Difference

• Results Orientation: You enjoy transforming a partner relationship into concrete business impact.

• Strategic Mindset: You know how to take a step back, identify the right levers, and build a shared vision.

• Cross-functional Leadership: You are capable of engaging teams without direct hierarchical reporting lines.

• Product Culture: You enjoy understanding user behaviors, integrations, and challenges.

• Rigor and Autonomy: You structure your work and ensure reliable follow-up on your commitments.

• Team Spirit: You prioritize collaboration and aim to build lasting relationships, both internally and externally.

• Sectoral Curiosity: You enjoy understanding a market, its players, and its evolutions.

Recruitment Process

1. HR Interview with Nathalie, Talent Acquisition - 30 mins

2. Manager Interview with Chloé - Partner Team Lead - Connectivity - 45 mins

3. Take-home Case Study, followed by a debrief with Chloé + 1 team member - 1 hour

4. Last Round with Arnaud - General Manager Connectivity - 45 mins

5. Team Fit with the Tech Partnerships + Marketing team - 30 mins

We also wish to emphasize that we fully adhere to the principles of diversity, equity, and inclusion, and that we make every effort to create a safe and inclusive environment.
We are committed to providing equal employment opportunities, without distinction of gender, sexual orientation, origin, disability, or any other characteristic that makes you who you are. On the contrary, diversity makes our workplace even more pleasant.

We know that some people are less inclined to apply than others if they feel they do not meet all the criteria.

If you hesitate, we encourage you to apply: who knows, it could be the start of a rewarding and lasting collaboration.

What do we do to make your professional life easier?

🌴 Regardless of your work location, you will benefit from 25 days of paid leave per Pennylane

💵 You will receive competitive compensation

📈 You will receive company stock to benefit from a share of the success you are building with us

🏡 You will have a budget to transform your home into a more comfortable workspace, as well as a monthly allowance to work in a coworking space whenever you wish

⛹️ Thanks to our partner Gymlib, you will have access to 8,000 gyms in Europe and over 300 wellness-related activities

🇬🇧 You will have access to Busuu to improve your English or French

💻 You will have the latest Apple equipment

🏢 Depending on the teams and job requirements, you may be able to work remotely

If you are based in France, you will benefit from a French employment contract in accordance with French regulations, in addition to the following benefits: 6 to 12 days of RTT (time off in lieu), 5 weeks of paid leave, meal vouchers (Swile), Alan Blue health coverage, and regular events in cities where Pennylaners are most numerous (Lyon, Bordeaux, Nantes…)

We are working to extend these benefits to our employees based outside of France, but this may be more complex depending on the country.

Important Information for Candidates

Job scam attempts are on the rise. We invite you to remain vigilant during your exchanges.

Apply only through official channels: apply exclusively through our job openings published on our official platforms (Careers site, official partner pages).

Always check the sender's email address: our communications are sent from professional email addresses with the domains @pennylane.com or [email protected]

We will never ask you for payment or financial information (bank details, payment for an interview, purchase of equipment, etc.) as part of the recruitment process. If such a request is made to you, it is a fraud attempt. We invite you not to respond to it and to report it to us immediately.

🇫🇷 Personal Data

Pennylane processes your data to manage your application and assess your suitability for the position. If your application is unsuccessful, your data may be retained for 2 years from our last exchange or the closing of the recruitment process, in order to build and manage a candidate pool. You may object at any time and request the deletion of your data by writing to:
Our data policy

🇬🇧 Personal Data

Pennylane processes your data to manage your application and assess your suitability for the position. If your application is unsuccessful, your data may be retained for 2 years from our last exchange or the closing of the recruitment process, in order to build and manage a candidate pool. You may object at any time and request the deletion of your data by writing to Learn more

🇩🇪 Personenbezogene Daten

Pennylane verarbeitet Ihre Daten, um Ihre Bewerbung zu bearbeiten und Ihre Eignung für die Stelle zu beurteilen. Sollte Ihre Bewerbung nicht erfolgreich sein, können Ihre Daten bis zu 2 Jahre ab unserem letzten Austausch oder dem Abschluss des Rekrutierungsverfahrens gespeichert werden, um einen Kandidatenpool aufzubauen und zu verwalten. Sie können jederzeit Widerspruch einlegen und die Löschung Ihrer Daten beantragen, indem Sie an Mehr erfahren

🇪🇸 Datos personales

Pennylane trata sus datos para gestionar su candidatura y evaluar su idoneidad para el puesto. En caso de que su candidatura no sea seleccionada, sus datos podrán conservarse hasta 2 años a partir de nuestro último contacto o de la finalización del proceso de selección, con el fin de constituir y gestionar una reserva de candidatos. Puede oponerse en cualquier momento y solicitar la eliminación de sus datos escribiendo a Más información

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