Partner Manager, North America

Piano; New York (NY); On-site; USD 140,000 - 180,000; Full time

Benefits offered by this job

Unlimited PTO

Stock options

Free daily catered food in the office

Free gym in the office

Unlimited snacks and beverages

Team events and happy hours

Job summary

Piano is seeking a Partner Manager, North America, to own and grow the partner ecosystem across healthcare, financial services, and media sectors in the region. You will recruit, activate, and scale channel and technology partners, drive joint go-to-market motions, and manage partner pipelines with forecasting and dashboards.

Reporting to the Global VP, Partnerships, you will collaborate with Sales, Marketing, Client Services, and RevOps to ensure high-quality, ICP-aligned opportunities and

Qualifications

• 7+ years of experience in partner management, channel sales, business development, or alliance management within B2B SaaS.
• Experience with regulated industries (healthcare, financial services, telecom, or media) preferred.
• Proven track record of building and scaling partner relationships that drive pipeline and revenue.
• Familiarity with healthcare vertical and networks of consultancies, system integrators, technology partners, or resellers.

Responsibilities

• Build repeatable partner motions and scalable activation models to generate demand.
• Identify, engage, and sign partners with deep relationships in target sectors.
• Negotiate and close partner contracts with clear co-sell terms.
• Lead account mapping and prioritize cross-sell opportunities within partner bases.
• Maintain partner enablement resources and collaborate with Partner Marketing on GTM activities.
• Manage partner pipelines, dashboards, forecasting, and reporting.

Skills

Partner management

Channel sales

Business development

Alliance management

B2B SaaS

Negotiation

Communication

Tools

CRM tools

Job description

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 Partner Manager, North America, you will own and grow Piano’s partner ecosystem across key target verticals in the North America region. Reporting directly to the Global VP, Partnerships, you will be responsible for identifying, recruiting, activating, and scaling channel and technology partners who serve healthcare and hospital systems, financial services institutions, and media organizations.

Your primary mission is to establish high-impact partnerships that generate qualified pipeline through joint account mapping, co-sell motions, and repeatable go-to-market collaboration.

Success in this role will be measured by partner-sourced pipeline, partner-influenced revenue, number of activated partners, and velocity of co-sell opportunities.

Key Responsibilities

• 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.
• 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.
• 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
• Stock options
• Free daily catered food in the office
• Free gym in the office
• 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.