Head of Partnerships - Paris e, France - Trustpair
Description
Trustpair is reinventing B2B payment security.We are building the leading anti-fraud solution for large corporations to help them avoid $20 billion in fraud every year.
With Trustpair, finance teams work with accurate data to avoid the risk of fraud and proceed to payments with peace of mind.
Trustpair at a glance:
- 200+ companies preventing B2B payment fraud with Trustpair (Airliquide, Generali, Kering);
- A financial technology acclaimed by major banking actors (Société Générale, Natixis, CACIB);
- Enterpriseready platform connected to marketleading financial softwares (SAP, Kyriba and more);
- A team of 100+ people, based in Europe and NYC
Your role:
Partnerships is one of the most influential channels of lead generation for Trustpair.
We are looking for a head of partnership to push existing partnerships to their full potential but also to find and sign new partners.
As a member of our Marketing team, you will report to our VP Marketing and manage the current Partnerships Manager in charge of the run on existing partners.
You will be a key member of the Marketing team and will have a strong impact on the acceleration of Trustpair's top line growth, as our partnerships represent a significant part of our revenue.
You will also develop referral partnerships with new partners in France and Europe, and support the negotiation of deals with US partners.
Your mission:
Develop Trustpair's partnership portfolio:
- Identify the right model for each target partner: define the most relevant partnership model to ensure the highest ROI and shared value, with a specific focus on:
- Corporate and Investment Banking partners (referral)
- Advisory partners (influence and comarketing)
- Software editors (referral and connectors)
- Define the deal strategy for each partner: best way to reach out, best arguments and assets to use
- Identify additional relevant opportunities
- Meet with prospective partners and pitch Trustpair's offer
- Manage the project from feasibility analysis to contract signature
- Make sure the new partner is properly onboarded by your Partnerships Manager
- Ensure the new partnership delivers an impact in line with initial expectations
Increase and maintain engagement of the existing partner portfolio over time
- Keep in touch with leadership teams of existing partners to ensure Trustpair remains a top of mind priority
- Review the current portfolio and make sure the business model is relevant
- Ensure any applicable metrics and performance pointers are in place in order to measure all progress
- Identify areas of improvement together with the Partnership Manager
- Ensure proper coordination with internal stakeholders to drive the most value from partnerships, and most specifically with the Sales team
- Drive partner's enablement, through product and sales knowledge of our historical and latest offerings; train our partners to effectively understand and market our offer
Additionally:
- Be a key point of contact for the Product team to provide insightful feedbacks
- Manage the partnerships manager in charge of ensuring the daily run on the existing portfolio
Why join Trustpair? A list of our perks here
:
MUST HAVE
***:
- A minimum of 10 years of experience in a clientfacing, quota carrying role: either Partnership management or alternatively in a Sales position (Account Executive, );
- Proven success of achieving quarterly/annual sales targets, in a large corporates and complex deals environment;
- Very good knowledge of the ecosystem: Experience in SaaS B2B software sales
- experience at a data provider (credit safe, duns / altares, Thomson Reuters)
- experience at a software editor with a large corporate account target and a complex partnership ecosystem
- Excellent language skills both in French and English
We are also looking for the following attributes:
- Closing mindset, impact-oriented
- Excellent interpersonal and communication skills: strong social skills and ability to convince
- Strong ability to adapt, bring new ideas to the table and execute on those ideas
- Strong ability to multitask and manage a highvolume of projects concurrently
- Demonstrated sales and negotiation skills and a love of getting things done, no matter the circumstances
- Appetence for complex technical solutions and large corporate accounts
Recruitment Process:
- Call with Aicha, our Talent Partner (30 mins)
- Experience interview with our VP Marketing (45 mins)
- Case study with our VP Marketing + VP Sales
- Coffee fit with members of Trustpair
- Founders meeting with two of our cofounders
Equal Opportunity Statement
Trustpair's policy is to provide equal emp
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