Apaleo - Partnerships Manager f/m/d
Requirements
• Proven experience in SaaS partnerships, ecosystems, business development or a comparable commercial role. • A track record of owning partner relationships end to end, from onboarding through to driving measurable commercial results. • Confidence running commercial conversations and negotiations directly with partners. • Strong organisational skills and the ability to manage a portfolio of partners and workstreams independently. • Comfort working with data and reporting tools to track pipeline and partner performance, and to translate it into priorities. • Technical affinity and confidence working with API-first/AI-first products. • Strong communication and relationship-building skills with internal and external stakeholders. • Based in Munich or Berlin, or willing to travel (2 to 3 days in the office every 2 weeks). • Experience in hospitality or travel tech. • Exposure to partner programmes, ecosystems, or marketplace models. • Familiarity with CRM or partner relationship management tools. • French language skills • Culture & Growth • A Diverse & International Team: Work alongside passionate professionals from over 20 nationalities, bringing unique cultural perspectives, backgrounds, and experiences to shape the future of hospitality tech. • A Diverse & International Team: • Growth & Development: As we scale, so do your opportunities. You'll benefit from 360° feedback reviews, a dedicated learning budget, and plenty of chances to take on more responsibility. Our evolving career framework ensures you have increasing opportunities to learn new skills, advance your career, and make an impact. • Growth & Development: • Autonomy & Ownership: Great ideas can come from anywhere. We empower you to take responsibility, make decisions, and contribute directly in an environment built on trust, transparency, and collaboration. • Autonomy & Ownership: • Shape the Future of Hospitality Tech: Be part of a fast-growing scale-up transforming the hospitality industry. From day one, your work drives real impact, and you'll have the freedom to bring your ideas to life. • Shape the Future of Hospitality Tech: • Competitive & Fair Compensation: We believe great work deserves great pay. Our salaries are competitive and guided by benchmarking data to ensure fairness across all roles and teams. We make sure to recognise and reward performance and contribution.
Responsibilities
• Own the recruitment, onboarding, enablement and ongoing management of a portfolio of partners across different partner types — Apps & Integrations (GTM only), Sales and Services. • Drive partner-sourced pipeline and closed ARR, generating and qualifying opportunities with partners, then partnering closely with Sales to ensure qualified opportunities are prioritised and progressed through to close. • Drive partner-sourced pipeline and closed ARR • Drive demand generation with partners, activating co-marketing and co-selling initiatives to generate new partner-sourced leads and pipeline, in collaboration with Sales and Marketing. • Drive demand generation with partners • Drive partner growth and engagement through the partner programme, ensuring partners progress successfully through each stage of the partner lifecycle. • Develop joint growth plans with priority partners, identifying opportunities to increase customer acquisition, revenue, adoption and overall partner contribution. • Develop joint growth plans with priority partners • Run regular QBRs with priority partners, reviewing performance, progress against goals, opportunities and challenges, and agreeing on clear next steps. • Run regular QBRs with priority partners • Track partner performance and identify growth opportunities, using relevant commercial, engagement and adoption metrics to proactively address gaps and drive partner success. • Track partner performance and identify growth opportunities • Be the primary point of contact for your partner portfolio, handling day-to-day commercial conversations and looping in the Ecosystem & Strategic Partnerships Lead on larger negotiations or strategic decisions. • Coordinate cross-functional support for partners, bringing in the right teams across Sales, Marketing, App Success, Product and other functions when needed to move partner opportunities forward. • Coordinate cross-functional support for partners • What Success Looks Like • Your partner portfolio is activated, engaged and contributing measurable pipeline. • Partners are progressing successfully through the partner programme, with clear growth plans and increasing levels of engagement and contribution. • progressing successfully through the partner programme • Partner-sourced leads and pipeline are consistently generated and converted, with strong collaboration between partners, Sales and Marketing. • Partner-sourced leads and pipeline are consistently generated and converted • Partner-sourced closed ARR targets are being achieved, with qualified opportunities actively prioritised and progressed in collaboration with Sales. • Partner-sourced closed ARR targets are being achieved • Priority partners have clear joint growth plans and regular QBRs, with agreed actions and measurable progress against goals. • clear joint growth plans and regular QBRs • You've built enough ownership and track record to take on a larger or more strategic slice of the ecosystem over time.
Benefits
• Flexible & Remote Work Options: We focus on results, not clocking hours. You can work from home, the office or in a hybrid setup, with flexibility to adapt your schedule as long as it makes sense for your role, your team and our business. • Flexible & Remote Work Options: • Free Public Transport: Travel across Germany with ease using our fully covered Deutschland Ticket. • Free Public Transport: • Team Connection: Strong connections fuel collaboration. We celebrate and connect through regular team dinners, company meetups, Oktoberfest celebrations, Christmas parties, and other offsite events. • Team Connection: • Paid Time Off: Enjoy 30 days of vacation to fully disconnect, recharge, and return inspired. • Paid Time Off: • Personal Development Budget: Freely use up to €1,000 per year for your personal development, whether it's books, a conference or a course. You're free to choose. • Personal Development Budget: • Health & Wellbeing: Prioritise your health with access to hundreds of gyms, fitness studios, and wellness options through our EGYM Wellpass membership. • Health & Wellbeing: • We are proud to be an Equal Opportunity and Affirmative Action Employer, committed to fostering a diverse, inclusive, and welcoming workplace. We encourage applications from individuals of all backgrounds, regardless of race, colour, religion, gender identity or expression, sex, national origin, age, marital status, disability, or any other characteristic protected by applicable law. Your personal data will be handled with the utmost care and in compliance with GDPR and relevant data protection regulations. We celebrate differences and believe that diversity enriches our team and drives innovation.
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