Director, Strategic Partnership Development

planet; Madrid; On-site; EUR 90,000 - 120,000; Full time

Job summary

Planet is a global provider of integrated technology and payments solutions for retail and hospitality customers. We are seeking a Partnerships Manager in Madrid to identify, recruit and sign strategic partners across in-store and online technology providers in Retail and Hospitality.

You will leverage established ISV relationships, lead end-to-end negotiations, support onboarding, and help craft joint value propositions and go-to-market plans with Sales, Product and Marketing.

Qualifications

• 5+ years of Business development experience, ideally within a more complex Partner / ISV related role.
• Experience sourcing, negotiating and signing sizable Partners up to a senior engagement level.
• Good understanding of the Hospitality/Retail and Payments industries
• Proven ability to challenge the status quo and our thinking.
• Excellent and well evidenced commercial instincts. You can demonstrate a proven track record of identifying, winning and closing new partnerships.
• Strategic thinking - understanding and articulating the big picture and how Planet fits into this picture.
• Ability to prioritize and focus on tasks that drive highest level of commercial value.
• Energy and drive - bouncing ideas off other people, asking questions, and being keen to learn.
• You collaborate, engage in a respectful manner focusing on customer needs.
• You are comfortable in a flexible, dynamic and high paced environment.
• Fluent English speaker, with a second language preferred.
• Experience working in and navigating a global company.

Responsibilities

• Identify, target and build a strong pipeline of prospective new Partners, driving engagement and establishing the commercial relationships that lead to signed agreements.
• Analyze the wider payments ecosystem and make recommendations on potential new partners that would amplify Planet's proposition, accelerate Go-to-Market, and increase the impact and visibility of our brand.
• Lead commercial negotiations and sign mutually advantageous agreements with these new partners, owning the deal end-to-end from first contact to signed contract.
• Work with newly signed Partners to establish joint pipelines and prospect lists from day one, always seeking to maximize the pipeline of deals we win together - both new logos and cross-sell.
• Support the onboarding of newly signed Partners, ensuring they and the merchants they bring to Planet are put live quickly and happily.
• Craft joint value propositions that are compelling for Planet, our Partners and our Customers. You will be able to confidently pitch the proposition in an exciting and inspirational way.
• Set, drive and be accountable for a core set of KPIs, with a primary focus on the number and value of new Partners signed, and the pipeline / signatures they sign in the first 12 months of the relationship.
• Work closely with Sales to validate new potential Partners, and seek / validate ideas that arise from the Sales team alongside your self-sourcing activities. Partner with our regional Sales teams to ensure they are capturing and successfully progressing all newly sourced Partner opportunities assigned to them.
• Work closely with our Product, Technology and Solution Consulting teams to ensure new developments and integrations for Partners are prioritized and delivered.
• Collaborate with our Partner Marketing team to drive awareness campaigns that attract, engage and convert prospective new Partners.
• Transition newly onboarded Partners to our Partner Management team (approx. 6 months post go-live), providing effective and comprehensive handovers of those relationships and the affiliated pipelines.

Skills

Business development

Negotiation

Strategic thinking

Commercial instincts

Partnerships

Cross-functional collaboration

Payments industry knowledge

Sourcing

Deal closing

Market analysis

Fast-paced environment

Global delivery

Job description

About Planet

Planet is a global provider of integrated technology and payments solutions for retail and hospitality customers.

We create great experiences for the millions of people who use our payments, software, and tax-free solutions every minute of every day.

Planet empowers its customers to deliver great customer experiences by combining payments and software in ways that drive greater loyalty, increase revenue and save time.

Founded over 35 years ago and with our headquarters in London, today we have more than 2,500 employees located across six continents serving our customers in more than 120 markets.

Role Overview:

This role will identify, recruit and sign new Strategic Partners for Planet across a range of in-store and online technology and solution providers in both Retail and Hospitality. These Partners will include a range of third-party Property Management Software (PMS) providers, Till Systems, Booking Engines and other ISVs that could bring significant value to Planet.

We are looking for a candidate with a strong understanding of how ISVs work and integrate with payment solutions, and how an integrated solution benefits our customers. The ideal candidate will bring established relationships and technical knowledge and be able to leverage these to open doors, source new partnership opportunities, and close mutually advantageous agreements. Strategic thinking is essential - the role requires someone capable of connecting the dots between technology, partnerships, and business growth to set up successful Go-to-Market initiatives.

What you will do:

• Identify, target and build a strong pipeline of prospective new Partners, driving engagement and establishing the commercial relationships that lead to signed agreements.


• Analyze the wider payments ecosystem and make recommendations on potential new partners that would amplify Planet's proposition, accelerate Go-to-Market, and increase the impact and visibility of our brand. You will then develop crisp and compelling business cases to champion the addition of these partners into Planet's technical stack.


• Lead commercial negotiations and sign mutually advantageous agreements with these new partners, owning the deal end-to-end from first contact to signed contract.


• Work with newly signed Partners to establish joint pipelines and prospect lists from day one, always seeking to maximize the pipeline of deals we win together - both new logos and cross-sell.


• Support the onboarding of newly signed Partners, ensuring they and the merchants they bring to Planet are put live quickly and happily.


• Craft joint value propositions that are compelling for Planet, our Partners and our Customers. You will be able to confidently pitch the proposition in an exciting and inspirational way.


• Set, drive and be accountable for a core set of KPIs, with a primary focus on the number and value of new Partners signed, and the pipeline / signatures they sign in the first 12 months of the relationship.


• Work closely with Sales to validate new potential Partners, and seek / validate ideas that arise from the Sales team alongside your self-sourcing activities. Partner with our regional Sales teams to ensure they are capturing and successfully progressing all newly sourced Partner opportunities assigned to them.


• Work closely with our Product, Technology and Solution Consulting teams to ensure new developments and integrations for Partners are prioritized and delivered.


• Collaborate with our Partner Marketing team to drive awareness campaigns that attract, engage and convert prospective new Partners.


• Transition newly onboarded Partners to our Partner Management team (approx. 6 months post go-live), providing effective and comprehensive handovers of those relationships and the affiliated pipelines.

Who you are:

• 5+ years of Business development experience, ideally within a more complex Partner / ISV related role.


• Experience sourcing, negotiating and signing sizable Partners up to a senior engagement level.


• Good understanding of the Hospitality/Retail and Payments industries


• Proven ability to challenge the status quo and our thinking.


• Excellent and well evidenced commercial instincts. You can demonstrate a proven track record of identifying, winning and closing new partnerships.


• Strategic thinking - understanding and articulating the big picture and how Planet fits into this picture. You monitor the changes in the competitive landscape and the reviews by the industry analysts to understand market trends.


• Ability to prioritize and focus on tasks that drive highest level of commercial value.


• Energy and drive - bouncing ideas off other people, asking questions, and being keen to learn.


• You collaborate, engage in a respectful manner focusing on customer needs.


• You are comfortable in a flexible, dynamic and high paced environment.


• Fluent English speaker, with a second language preferred.


• Experience working in and navigating a global company.

Why Planet

Planet is an equal opportunity emp