Director, Strategic Partnership Development

Planet Paymet; Greater London; Hybrid; GBP 90,000 - 130,000; Full time

Benefits offered by this job

Hybrid work model

Job summary

Planet seeks a senior Business Development professional to identify and sign strategic partners across in-store and online tech providers in Retail and Hospitality. You will leverage relationships with ISVs, PMS, till systems, and booking engines to accelerate Planet's go-to-market and expand the partner ecosystem.

You will lead end-to-end negotiations, build compelling business cases, and collaborate with Product, Technology and Sales to prioritise integrations that drive value for Planet and

Qualifications

• 5+ years of business development experience in a complex partner/ISV role.
• Experience sourcing, negotiating and signing sizable partners.
• Strong understanding of Hospitality/Retail and Payments industries.
• Ability to challenge status quo and demonstrate commercial instincts.
• Proven track record of identifying, winning and closing partnerships.
• Strategic thinking and ability to connect technology, partnerships and business growth.
• Experience in a global company environment.
• Fluent English; second language is a plus.

Responsibilities

• Identify, target and build a pipeline of prospective new partners.
• Analyze payments ecosystem and recommend new partners to amplify proposition.
• Develop crisp business cases to champion partner additions to Planet’s tech stack.
• Lead commercial negotiations and sign agreements end-to-end.
• Establish joint pipelines and prospect lists with newly signed partners.
• Support onboarding of partners and ensure rapid go-live.
• Craft joint value propositions for Planet, partners and customers.
• Set KPIs and drive deals and pipeline in the first 12 months.

Skills

Business development

Partner negotiation

ISV partnerships

Strategic thinking

Negotiation & closing

Commercial instincts

Global collaboration

English fluency

Job description

About Us

Planet is a leading technology company transforming payments by putting customer experience first. We offer integrated solutions that include payment processing, VAT refunds, dynamic currency conversion, and management services for merchants in the Retail and Hospitality sectors worldwide. In recent years, we have experienced significant growth, expanding our services and global presence. With strong private equity investors, Advent International and Eurazeo, we have the financial capital and expertise to grow our capabilities and reach through acquisitions. Our mission is to create a world of connected commerce where payments are simple, secure, and seamless, enabling our partners to deliver exceptional experiences to their customers. With a very large portfolio of products, ranging from Face-to-face and Online Payments to Property Management Systems, Booking Engines and Tax-Free solutions, Planet helps Merchants deliver better experiences for customers through our products and services, in a world where digital and physical experiences are coming together.

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 maximise 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 you need

• 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

Hybrid Work Model & Accommodations

At Planet, we embrace a hybrid work model, with three days a week in the office. Reasonable accommodations may be made in order to allow for an individual to perform the essential functions of this role successfully.

Why Planet

Planet is an equal opportunity employer where diversity is valued, and all employment is decided based on qualifications, merit, and business need. Come and grow your career in the most exciting, fast paced technology market, with a business that delivers feel-good connected commerce.

Company Background

Planet provides integrated software, payment and technology solutions for its customers in the Hospitality and Retail sectors and worldwide via a network of global Financial Services Partners. Founded over 35 years ago, we have evolved our services, delivering an innovative digital commerce platform that puts customer experience first. With headquarters in London and around 3,000 expert employees located across six continents we serve customers in over 120 markets.