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Partner Development Manager
il y a 3 semaines
Quandela is a leading global player in photonic quantum computing, pioneering the development and commercialization of scalable quantum hardware and software solutions. Through its flagship quantum processing unit MosaiQ, Quandela enables HPC centers, cloud providers, enterprises, and research institutions to unlock practical quantum advantage.
To accelerate market adoption and scale globally, Quandela is building a structured, high-impact ecosystem through the Quandela Partner Network (QPN). The Partner Development Manager plays a central role in recruiting, activating, and scaling this ecosystem across multiple partner segments and priority regions.
You are responsible for the end-to-end lifecycle of Quandela partners, from recruitment to long-term performance and growth.
Reporting directly to the Chief Growth Officer (CGO), this role goes beyond partner onboarding to focus on engagement, enablement, joint go-to-market execution, and revenue impact.
The ideal candidate combines a strong engineering or scientific background with proven experience in Business Development, partnerships, or go-to-market roles, enabling them to credibly engage both technical and commercial stakeholders across the quantum ecosystem.
You own partner strategy across different partner segments, act as the internal champion of the ecosystem, and ensure partners become a scalable growth engine for Quandela.
Over the 2026–2027 period, you will have a strong international scope, with a clear focus on building and scaling the partner ecosystem in the following priority regions:
Europe: France, Germany, Italy
Middle East: Gulf countries
Asia: Singapore and South Korea
North America: Canada and the United States
You will support regional expansion by recruiting and activating key partners, coordinating joint go-to-market initiatives, and aligning ecosystem strategy with Quandela's commercial and industrial roadmap in these regions.
Partner Segments Covered
The role spans multiple partner categories, including but not limited to: Technology partners (hardware, software, cloud, HPC), System integrators and consulting firms, Quantum application and software providers, HPC and datacenter providers, cloud providers, Education, training, and certification partners, Research and innovation ecosystem partners.
Key Responsibilities
1. Partner Strategy & Recruitment
Define and execute a global partner recruitment strategy aligned with Quandela's go-to-market priorities, regional expansion plans, and ecosystem vision.
Identify, qualify, and recruit high-potential partners across target segments and priority geographies.
Structure partner value propositions and engagement models per segment (e.g. SI, ISV, cloud, research).
Lead partner due diligence and selection to ensure strategic alignment and long-term value.
2. Partner Onboarding & Enablement
Own the end-to-end partner onboarding journey, ensuring partners are:
- Technically enabled on Quandela solutions
- Commercially aligned with Quandela offers
- Ready to engage customers effectively
- Work closely with presales, quantum application architects, and product teams to deliver partner training and certifications, build technical and business enablement content, ensure partners are supported through their first joint opportunities and projects.
3. Partner Engagement & Development
Act as the primary point of contact for strategic partners.
Build long-term, executive-level relationships within partner organizations.
Define joint business plans with priority partners, including Target accounts and use cases, Joint marketing and demand-generation initiatives, Revenue and pipeline objectives
Drive partner activation and progression within the QPN (e.g. tiering, specialization).
4. Joint Go-To-Market & Revenue Acceleration
Collaborate closely with Sales Managers and Presales to :
- Identify partner-led and partner-influenced opportunities
- Attach partners to complex sales cycles where they add value
- Enable and support co-selling, co-marketing, and co-innovation initiatives.
- Ensure clear ownership, governance, and alignment between direct sales and partner channels.
- Contribute directly to pipeline creation and revenue growth via partners.
5. Ecosystem Governance & Performance Management
Define and track partner KPIs, including Partner activation rate, Pipeline and revenue contribution, Joint opportunity win rates, Conduct regular partner business reviews to assess performance and alignment.
Continuously refine partner programs, incentives, and engagement models based on data and feedback.
Provide structured ecosystem insights to the CGO and executive leadership.
6. Internal & External Representation
Represent Quandela and the QPN at Industry events, Partner conferences, Customer briefings and ecosystem workshops
Act as the internal voice of partners, providing feedback to Product management, Marketing, Sales leadership
Contribute to shaping Quandela's long-term ecosystem and platform strategy.
Requirements
Required Qualifications and Experience
- Engineering or scientific background, complemented by formal training in Business Development, sales, or strategy, or by a demonstrated career progression toward Business Development, partnerships, or commercial roles in a deep tech environment.
- 8+ years of experience in partner development, alliances, channel management, or business development roles.
- Proven track record in building and scaling partner ecosystems in:
- Deep tech
- Cloud / HPC
- Enterprise software or advanced infrastructure
- Strong understanding of B2B go-to-market models and partner-driven growth.
- Demonstrated experience in international market expansion, ideally across multiple regions.
- Ability to manage complex, multi-stakeholder relationships.
- Excellent communication, negotiation, and executive presence.
- Fluent in English (French and/or German strongly preferred).
Preferred Qualifications
- Experience in quantum computing, HPC, AI, or emerging technologies.
- Background working with system integrators or technology alliances.
- Familiarity with startup or scale-up environments.
- Ability to operate at both strategic and execution levels.
Benefits
- Shape and scale the partner ecosystem of a global quantum computing leader.
- Work directly with executive leadership and influence growth strategy.
- Be at the center of a rapidly evolving deep tech market.
- Collaborate with world-class scientists, engineers, and commercial teams.
- Competitive compensation with strong growth and impact potential.
