Manager, Partnerships

In March 2021, AT Internet merged with Piano to create the world’s leading customer experience optimisation platform powered by digital analytics.

Piano’s Digital Experience Cloud empowers organizations to understand and influence customer behavior. By unifying customer data, analyzing behavior metrics and creating personalized customer journeys, Piano helps brands launch campaigns and products faster, strengthen customer engagement and drive personalization at scale from a single platform.

Headquartered in Amsterdam with offices across the Americas, Europe and Asia Pacific, Piano serves a global client base, including Air France, the BBC, CBS, IBM, Kirin Holdings, Jaguar Land Rover, LinkedIn, Nielsen, The Wall Street Journal and more. Piano has been recognized as one of the fastest-growing, most innovative technology companies in the world by World Economic Forum, Red Herring, Inc. and Deloitte.

**Position Overview**

The Manager of Services Partnerships is a new role dedicated to building stronger, value-centric relationships with services providers (advertising and specialist agencies, consultancies) to deliver on Piano’s vision and strategic ambitions. She/he will report to the VP, Partnerships and work closely with our commercial, strategic services, product and engineering teams to develop partner strategy and prioritize categories of partners and company shortlists. Internally, she/he will work post-deal signature to get the partnerships up and running and maintain the ongoing growth across a cross-functional team within Piano. This role is very market facing, with success dependent on managing a portfolio of
partnerships, the development of deep relationships and revenue generation.
- Specific responsibilities include the following:

- Manage portfolio of partnerships and ensure you drive substantial revenue from these relationships
- Validate partnership value proposition and iterate on offering, per market demands
- Build and manage partnership GTM (stakeholder map, account mapping, commercial call cadence, marketing calendar)
- Collaborate with the sales team to design partner processes and programs, onboard, support and training partners
- Partner with sales enablement to train Piano commercial teams
- Work with partner marketing to design effective partner marketing plan and calendar of events
- Gather client feedback on partner value; use to revise offering, where applicable
- Conduct partner satisfaction surveys and work towards ongoing program improvement
- Where applicable, work with product and engineering to facilitate new feature requests and integration enhancements

**Key relationships**
- Piano Commercial (Marketing, Sales, Client Services, Strat Services)
- Piano Product and Engineering
- Piano Finance
- Piano Operations

**Required Position Capabilities**
- Excellent EQ and relationship building skills
- Comfortable dealing with uncertainty and able to put structure to complex, unstructured product problems.
- Strong commercial acumen - ability to co-sell and monitor market trends, adapting as need be
- Proven analytical and problem-solving experience; technical understanding of SaaS and marketing technology ecosystem
- Project management skills to enable multi-market management and provide value to incountry teams
- Global mindset (experience better)
- Ability to create useful learning materials and facilitate partner education sessions and regional trainings in identified opportunity areas; update knowledge management materials as needed

**Professional Expectations**
- Work collaboratively and with purpose to be perceived by teammates, Piano leaders, market leaders and clients as a trusted business partner
- Strong analytical skills - able to evaluate opportunities from strategic, brand, financial, and operational perspectives
- Lead by example and work with an attitude of ‘it’s up to me to make it happen’
- Be a clear communicator that can articulate the strategy in a concise manner
- Possess superior presentation skills - both in-person and over the phone
- Meet commitments and complete tasks as agreed and within agreed timeframes
- Excellent interpersonal skills; think and communicate creatively, thoughtfully, and on your feet with diverse technical and non-technical groups, spanning all organizational levels
- Safeguard proprietary information of partners, clients and Piano

**Requirements**:
You’re a high-achiever, with an ambition and drive to achieve success for your clients, team and
yourself. We would also like you to possess and demonstrate:

- BA or BE
- Min. of 6 years of work experience, preferably with exposure to/experience with strategic partner programs
- Fluent English and German, + French, a plus
- Commercial acumen and strong knowledge of business development, marketing and technical and product expertise
- A track record of developing strong relationships, negotiating and problem solving with external stakeholders
- Demonstrated product sense