About Piano
Piano’s Digital Revenue Optimization solution helps digital services grow revenue by better understanding and influencing their customers’ behavior. Piano unifies analytics, segmentation, and commercial personalization in one AI-driven application, enabling sites and apps to efficiently maximize the value of every user visit. Headquartered in Amsterdam with offices in the Americas, Europe, and Asia-Pacific, Piano serves a global client base including the BBC, Deutsche Telekom, Nikkei, AXA and the Wall Street Journal. For more information, visit piano.io.
Position Overview
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, Partnerships. You will identify, recruit, activate, and scale digital and performance marketing agencies, consultancies, and implementation partners who advise and execute for clients in healthcare and hospital systems, financial services, and media. Your primary mission is to build high-impact partnerships with the firms that influence technology decisions and deliver customer outcomes.
You will turn these partners into a reliable source of qualified pipeline through joint account mapping, co-sell motions, and repeatable go-to-market collaboration. This includes helping them build certified services practices around Piano and enabling their sales, strategy, and delivery teams to lead with Piano confidently. Success will be measured by partner-sourced pipeline, partner-influenced revenue, number of activated agency and service provider partners, and velocity of co-sell opportunities.
Key Responsibilities
Strategy & prioritization
- Build repeatable partner motions, including segmentation, prioritization frameworks, and scalable activation models that enable partners to independently generate demand for Piano.
- Prioritize partners with strong enterprise relationships aligned to Piano’s ICP, including digital consultancies, system integrators, and technology partners.
Partner acquisition
- Develop and execute a targeted outreach strategy to identify, engage, and sign partners who have deep relationships with healthcare organizations (hospital systems, integrated health systems, telehealth, and digital health platforms), banking/financial services clients, and media companies.
- Build and maintain a robust pipeline of prospective partners through proactive outreach, industry events, and relationship development within the healthcare and banking ecosystems.
- Negotiate and close partner contracts that establish clear terms for account mapping, co-sell engagement, and cross-sell motions with Piano ecosystem.
Partner activation & GTM collaboration
- Lead account mapping exercises with signed partners to identify joint opportunities and prioritize cross-sell targets within their existing client bases.
- Equip partners with the enablement resources, messaging, and competitive positioning they need to sell Piano effectively and independently.
- Partner closely with Partner Marketing to support joint go-to-market activities, including events, campaigns, and partner communications.
Pipeline ownership & commercial rigor
- Drive partner-sourced pipeline through new partner acquisition and activation of existing partner relationships.
- Maintain rigorous deal registration discipline and structured co-sell motions to improve partner deal quality and conversion rates.
- Own and manage partner reporting and dashboards that track pipeline creation, partner activity, deal progression, and outcomes.
- Provide regular forecasting on partner-sourced pipeline with accuracy and transparency, contributing to the broader NAM revenue plan.
Internal influence & alignment
- Collaborate with Piano’s Sales, Marketing, Client Services, and RevOps teams to ensure partner-generated deals are high-quality, aligned with ICP, and follow established handoff SOPs.
- Act as internal advocate for the partner ecosystem, ensuring alignment with Sales leadership and driving adoption of partner-led opportunities within regional pipeline planning.
Qualifications
- 7+ years of experience in partner management, channel sales, business development, or alliance management within B2B SaaS.
- Experience working with partners serving regulated industries (e.g. healthcare, financial services, telecom, or media) preferred. Existing network within healthcare ecosystem is advantageous but not required.
- Demonstrated track record of building and scaling partner relationships that drive measurable pipeline and revenue.
- Familiarity with the healthcare vertical, with an 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 a software or technology environment.
- Strong negotiation skills with experience structuring and closing partnership agreements.
- Ability to operate independently and manage a high volume of partner relationships while maintaining quality and accountability.
- Excellent communication and presentation skills, with the ability to articulate Piano’s value proposition to diverse partner audiences.
- Proficiency with CRM and partner management tools; experience with pipeline reporting and forecasting.
- Willingness to travel as needed to attend industry events, partner meetings, and Piano team gatherings.
Perks at Piano
- Unlimited PTO
- 95% healthcare coverage
- Stock options
- Free daily catered food in the office
- Free gym in the office
- Commuter benefits
- Unlimited healthy snack, coffee, espresso, and soft drinks in the office
- Team events and happy hours
Applicants for this position should have authorization to work in this jurisdiction without sponsorship from the Company.