Partner Manager, Piano
North America
+ Equity
More information about location
Data-driven customer engagement solutions
Be an early applicant
Data-driven customer engagement solutions
501-1000 employees
Be an early applicant
+ Equity
More information about location
501-1000 employees
Company mission
To improve digital interactions between companies and their customers.
Role
Who you are
- 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
What the job involves
- 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
- 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
- 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
- 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
Our take
Piano helps businesses manage subscription, analytics and content personalisation to monetise digital experiences. Previously, the focus was on traditional publishers like The Wall Street Journal and CNBC. However, with the declining value of revenue streams like third-party cookies and new platforms like Substack and Clubhouse siphoning off paying customers, the revenue pinch is being felt by a growing spread of digital services.
Piano’s cloud-based offerings run a broad gamut, including experience personalisation, paywall management, and data analytics. These are all supported by integrations with various mainstream third-party tools, including Google Ad Manager and Apple Pay. This seemingly fragmented approach has not spread Piano thin, however, and it is consolidating its market lead with strategic acquisitions in the publishing space, such as AT Internet and SocialFlow.
Following its impressive level of funding and massive growth in revenue since 2019, Piano is developing its product to provide improved publicity and analytics tools for its customers, particularly in newsletters and socials. It is also likely to continue expanding its market share through acquisitions as it builds out its end-to-end platform for the publishing industry.
Steph
Company Specialist at Welcome to the Jungle
Insights
-3% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Feb 2025
$45m
SERIES D
May 2021
$88m
SERIES C
Total funding: $160.4m
Company HQ
Grachtengordel-West, Amsterdam, Netherlands
Leadership
Trevor Kaufman
(CEO)They have an extensive track record of building brands and profitable businesses in media and technology, having previously served as the CEO of Tinypass, Possible Worldwide, and Schematic.
Tim Dirrenberger
(CTO)Previously worked as a Co-Founder & Software Architect at Tinypass, Technical Director at Dynamo Player and Software Development Manager at Africonnect.
Richard Haydock
(CFO)Previously the CFO & COO at PulsePoint, the VP of Online Marketing at Inuvo and was a Senior Financial Analyst at Vertro.
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